IT Business Partner for Commercial (Sales & Marketing)

About Alkem:

Alkem Laboratories Limited is an Indian multinational pharmaceutical company headquartered in Mumbai, that manufactures and sells pharmaceutical generics, formulations and nutraceuticals in India and globally over 50 countries. We have consistently been ranked amongst the top five pharmaceutical companies in India. Our portfolio includes illustrious brands like Clavam, Pan, Pan-D, and Taxim-O, which feature amongst the top 50 pharmaceutical brands in India.

Purpose of the role:

The IT Business Partner – Commercial Ops will act as a strategic technology enabler for the Sales & Marketing teams, ensuring that IT solutions enhance field force productivity, customer engagement, and data-driven decision-making while ensuring strict compliance with pharma industry regulations.

Essential Duties and Responsibilities:

IT Strategy & Business Alignment

• Act as the primary IT liaison for Sales, Marketing, and Commercial Excellence teams, ensuring alignment of IT solutions with business goals.
• Develop and implement a CRM and sales automation roadmap to improve field force effectiveness and physician engagement.
• Ensure full compliance with Indian and global pharma regulations, including:
• Uniform Code of Pharmaceuticals Marketing Practices (UCPMP) for ethical interactions with HCPs.
• Medical Council of India (MCI) guidelines, NPPA regulations, and global data privacy laws (GDPR for HCP interactions, US FDA marketing compliance rules) in digital engagements.

Technology & Digital Transformation Initiatives

• Lead CRM implementation, enhancement, and integration with other enterprise applications such as SAP S/4HANA and marketing automation tools.
• Drive sales force automation (SFA) solutions to enhance productivity, real-time reporting, and physician interactions.
• Implement AI/ML-based analytics for sales forecasting, market segmentation, and personalized customer engagement.
• Enable omnichannel marketing strategies, including digital detailing, e-sampling, HCP engagement portals, and virtual sales tools.
• Oversee integration of marketing automation with CRM for personalized, data-driven marketing campaigns.

Process Optimization & Performance Management

• Enhance medical representative (MR) effectiveness by implementing mobile-first solutions for call planning, sample tracking, and performance analytics.
• Enable territory and customer segmentation using advanced analytics to drive better targeting and sales outcomes.
• Improve field force compliance and regulatory reporting through automated workflows and digital approvals aligned with UCPMP and MCI guidelines.

Vendor & Stakeholder Management

• Collaborate with Sales, Marketing, Business Excellence, Medical Affairs, and Compliance teams to align IT initiatives with business needs.
• Manage external vendors and technology partners to ensure timely and cost-effective CRM and sales tech implementations.
• Ensure strong IT governance, cybersecurity, and data privacy controls in all commercial systems and platforms.

Education background:

Master’s degree in Computer Science, Information Technology, or Business Management (or a related field)

Experience:

• 10+ years of experience in pharma industry or chemical manufacturing industry in IT leadership roles focused on CRM, Sales & Marketing technologies, and field force automation.
• Deep expertise in CRM such as Salesforce, or leading CRM solutions in the Indian pharma market.
• Strong knowledge of sales force automation (SFA), digital marketing, AI-driven analytics, and omnichannel HCP engagement.
• Experience with marketing automation tools and data-driven sales strategies.
• Comprehensive understanding of UCPMP regulations and compliance requirements for pharma sales & marketing activities.
• Knowledge of pharma industry compliance in sales and marketing (UCPMP, MCI guidelines, NPPA, GDPR, US FDA).
• Strong stakeholder management, project leadership, and vendor negotiation skills