Commercial Excellence Manager

Job Purpose:

The Commercial Excellence Manager is responsible for driving commercial performance by optimizing sales and marketing by driving data-driven insights, improving Sales Force Effectiveness (SFE) via CRM, segmentation, and territory design, and enhancing go-to-market strategies through cross-functional collaboration, leading to better resource allocation, improved performance, and continuous commercial improvement. Key responsibilities include managing SFE systems (like Veeva), developing KPIs, designing incentive plans, creating commercial analytics, and implementing digital engagement strategies.

This role focuses on improving efficiency, effectiveness, and capabilities to achieve business objectives in a highly competitive pharmaceutical environment.

Accountabilities:

1. Strategy & Planning

Develop and execute commercial excellence strategies to support business growth.

Partner with leadership to define KPIs and performance metrics for sales and marketing

teams.

2. Sales Force Effectiveness

Design and implement sales force effectiveness programs, including territory alignment,

call planning, capacity planning and resource allocation. Monitor and analyze sales

performance data to identify gaps and opportunities.

3. Customer Engagement & Segmentation

Lead customer segmentation and targeting initiatives to ensure optimal resource allocation.

Support development of multi-channel engagement strategies for healthcare professionals

(HCPs). Drive and orchestrate regular profiling, segmenting, and targeting (PST) activities in

collaboration with cross functional stakeholders.

4. Data Analytics & Reporting

Analyze sales and market data, build dashboards to identify trends, generate insights,

opportunities, and risks. Provide regular performance dashboards and support data-driven

decision-making reports to senior management.

5. Training & Capability Building

Collaborate with HR and Training teams to design and deliver commercial capability programs.

Ensure continuous improvement in sales and marketing competencies. Create and deliver

training programs to build commercial capabilities in sales management and digital skills.

6. Incentive Scheme

Lead sales force performance management by owning, designing, and managing the sales force

Incentive Schemes and pay-out in alignment with the Leadership Team and regional office.

Required Skills and Qualifications:

1. Proven Sales Experience in the pharmaceutical industry
2. Skilled in Salesforce and market data analysis (especially IQVIA)
3. Strong Analytical Skills: Ability to translate data into actionable business insights
4. Proficiency in Dashboards & Tools: Excel, BI platforms, and similar analytics tools
5. Adaptability & Creativity in leveraging data for evolving business needs
6. Experience: 5 years in Commercial Excellence, SFE, or sales operations within the pharmaceutical or healthcare industry.