Manager - Commercial Analytics

Job Title:

Manager 1-Commercial Analytics

Business Unit:

North America Business

Job Grade

G10

Location:

Mumbai

“Create your own sunshine”

As you enter the Sun Pharma world, you’ll find yourself becoming ‘Better every day’ through continuous progress. Exhibit self-drive as you ‘Take charge’ and lead with confidence. Additionally, demonstrate a collaborative spirit, knowing that we ‘Thrive together’ and support each other’s journeys.”

About the Role:

We are seeking a Manager – Commercial Analytics to drive data-driven decision-making across sales, commercial operations, and brand teams. This role will focus on utilizing patient transaction data to support key business questions while managing Incentive Compensation (IC) plan design, administration, and routine IC health checks. The ideal candidate will have pharma analytics expertise, experience in sales operations, CRM systems, brand forecasting models, and IC documentation, along with the ability to manage offshore analysts effectively.

Key Responsibilities:

Patient Transactional Data Analytics & Commercial Insights

• Analyze longitudinal patient-level data (prescription, claims, hub, specialty pharmacy) to identify trends in patient journey, adherence, persistency, and therapy switching.
• Conduct patient segmentation analysis to understand prescribing patterns and identify high-value opportunities for commercial teams.
• Support brand teams by evaluating new patient starts, discontinuation rates, and conversion trends to assess market penetration.
• Develop data-driven insights on payer mix, reimbursement trends, and access barriers to support market access strategy.
• Collaborate with Market Access and Payer Teams to assess the impact of formulary changes and coverage restrictions on patient access.
• Develop automated dashboards and reports that provide ongoing visibility into patient flow and brand performance.

Incentive Compensation (IC) Management & Health Checks

• Design, implement, and administer IC plans, sales contests, and Circle of Excellence programs to drive sales effectiveness.
• Conduct routine IC health checks to ensure accurate payout calculations, performance tracking, and compliance.
• Perform in-depth IC plan effectiveness analysis to assess whether incentive structures are aligned with corporate goals.
• Maintain comprehensive documentation of IC processes, methodologies, and assumptions to ensure transparency and audit readiness.
• Provide training and documentation for sales teams to ensure a clear understanding of IC plans and payout mechanisms. 

Sales Operations & CRM Analytics

• Support territory alignment, call planning, and rep targeting by leveraging data-driven insights.
• Work with CRM systems (e.g., OCE, Veeva, Salesforce) to enhance sales force effectiveness, engagement tracking, and reporting capabilities.
• Identify opportunities for automation and process improvements within CRM workflows and reporting.
• Track and analyze HCP engagement trends to refine field force strategies.
• Collaborate with IT and data teams to improve data integration and CRM usability.

Advanced Analytics & Reporting

• Develop and automate dashboards, scorecards, and reports using SQL, Excel, Alteryx, and Tableau (or similar BI tools).
• Ensure data accuracy, consistency, and accessibility through rigorous validation and quality control measures.
• Establish and maintain KPIs and performance benchmarks for sales and commercial teams.
• Improve reporting efficiency by implementing best practices in data visualization and storytelling.
• Partner with IT and Data Engineering teams to refine data pipelines and analytics infrastructure.

Job Requirements

Educational Qualification:

Bachelor’s or Master’s degree in Business, Data Science, Engineering, Statistics, or a related field

Experience:

3+ years of experience in pharmaceutical commercial analytics, sales operations, or incentive compensation

Skills:

• Proficiency in SQL, Excel, Alteryx, and Tableau (or similar BI tools).
• Experience in Incentive Compensation (IC) plan design, administration, and ongoing IC health checks.
• Strong knowledge of patient-level data analytics, including claims, hub, and specialty pharmacy datasets.
• Understanding of pharma brand forecasting models and key commercial analytics techniques.
• Knowledge of CRM systems (e.g., Veeva, OCE, Salesforce) and sales operations processes.
• Strong documentation skills to ensure comprehensive IC tracking and audit readiness.
• Proven ability to manage offshore teams and coordinate analytics projects across stakeholders.

• Experience with CRM, IC modelling, goal setting, and territory alignment

Your Success Matters to Us

At Sun Pharma, your success and well-being are our top priorities! We provide robust benefits and opportunities to foster personal and professional growth. Join us at Sun Pharma, where every day is an opportunity to grow, collaborate, and make a lasting impact. Let’s create a brighter future together!

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