AGM:- Sales Force Effectiveness

Position: - AGM – Sales Force EffectivenessDepartment: Sales & Marketing / Commercial ExcellenceIndustry: Indian Pharmaceuticals – Domestic MarketLocation: IndiaReporting to: Head – SFE / BU Head / Sales & Marketing HeadPosition SummaryThe role is responsible for driving Sales Force Productivity, Execution Excellence, Territory Optimization, Incentive Design, and Data-Driven Decision Making for the domestic pharma business.The position will guide large sales teams (MRs, ABMs, RBMs, ZBMs, NSM) and work closely with Marketing, Training, HR, and Digital teams to build a high-performance commercial organization.Key Responsibilities1. Sales Force Productivity & Execution ExcellenceMonitor productivity KPIs: Call Average, Coverage, Frequency, POB, Secondary, Rx trends.Identify performance gaps and build corrective action strategies.Drive adherence to SOPs, KPIs, CLM, RCPA, reporting cadence, etc.Lead SFE dashboards, business reviews, and monthly performance governance with sales leadership.2. RCPA, Forecasting & Data AnalyticsEnsure accurate and consistent RCPA capture, BL/RP calculation, and competitor insights.Analyse Rx trends to identify high-potential doctors, chemist universe, and market gaps.Forecast monthly/quarterly performance using IMS/Prx data, primary and secondary sales.3. Incentive Plan Design & GovernanceDesign MR/Manager incentive schemes aligned with business goals, brand priorities, and compliance.Ensure transparent and error-free monthly calculation.Conduct impact analysis and scenario modelling before deployment.4. Territory & Doctor MappingOptimize territory workload, doctor potential, and portfolio alignment.Lead doctor segmentation & targeting (ABC, potential tiers).Ensure 100% alignment of HQ–Doctor–Chemist mapping.5. Digital & Reporting ExcellenceImprove adoption of SFE tools, CRM, CLM, e-detailing, digital call reporting.Work with IT for enhancements and automation.Drive data hygiene and real-time data visibility for leadership.6. Cross-Functional CollaborationWork closely with Marketing on brand priorities and execution KPIs.Partner with L&D/Training to develop capability-building programs.Support HR in manpower planning and performance evaluation.7. Business Projects & TransformationLead productivity transformation, field force right-sizing, segmentation, and new SFE initiatives.Deploy best practices seen in leading Indian and global pharma companies.Enable culture of data-driven decision making across the sales hierarchy.Required Experience & QualificationExperienceAGM: 10–14 years in Pharma SFE / Sales Analytics / Sales LeadershipStrong experience in domestic Indian pharma (Preferred: chronic + acute mix)SkillsExpert in SFE metrics, analytics, dashboards, forecasting, HQ allocation, RCPA analysis.Strong exposure to CRM systems (VEEVA / CNEXT / Argus / in-house CRMs).Excellent communication with senior stakeholders (NSM / BU Heads).Problem-solving, statistical thinking, and project management abilities.QualificationB.Pharm / B.Sc + MBA (Marketing / Analytics / Operations).Certifications in analytics / data tools (preferred but not mandatory).Key CompetenciesBusiness AcumenAnalytical ThinkingStakeholder ManagementChange ManagementExecution ExcellenceLeadership & People DevelopmentHigh Integrity & Compliance OrientationShare profile on derek.gomes@cadilapharma.com