Lead, Commercial Analytics & Sales Force Excellence (Generics)

The Lead Commercial Analytics & Sales Force Excellence (SFE) is the enterprise pointperson for transforming data into commercial impact across the Generics portfolio. This leader owns demand and price analytics customer/account insights and SFE programsincluding target setting incentive design & governance territory alignment account planning and call planning. The role partners closely with Sales Trade/Channel Pricing Supply Chain Finance and Compliance to maximize revenue gross margin service levels and salesforce productivity.

Responsibilities:

1) Sales Force Excellence (50%)

• Territory & coverage design: optimize territories by volume/potential whitespace analysis equitable workload and travel efficiency.
• Call planning: establish reach/frequency standards by account tier; deploy dynamic call plans aligned to product focus supply position and customer potential.
• Target setting: define topdown/bottomup methods seasonality pipeline factor and supplyaware overlays; ensure targets are attainable equitable and aligned to financial goals.
• Incentive compensation (IC) design & governance: create balanced scorecards (e.g. net sales gross margin new product uptake call activity/quality); run payout modeling guardrails and budget controls; publish IC policies and quarterly trueups.
• Account planning: standardize account plans (GPO/wholesaler/IDN/chain) with share-of-wallet goals contracting levers service KPIs and crossfunctional action plans.
• CRM excellence: drive adoption and data hygiene in Salesforce/Veeva define pipelines/stages activity standards and coaching insights for frontline leaders.
• Lead training and change management for new SFE programs and analytics tools.

2) Commercial & Pricing Analytics (40%)

• Build and maintain SKU-level forecasts (launch steadystate LOE/erosion curves) incorporating competition channel mix service levels/fill rates GPO and wholesaler dynamics and supply constraints.
• Lead price and margin analytics: WAC chargebacks rebates admin fees and pocketprice waterfalls; partner with Pricing to recommend actions by product/customer segment.
• Develop customer and market insights: segmentation & potential (wholesalers GPOs chains IDNs hospitals) share tracking pipeline impact and competitive event scenarios.
• Own commercial dashboards and KPI suites (revenue GM DOH service level forecast MAPE opportunity pipeline) in Power BI/Tableau; automate insight to action workflows.
• Drive analytics for contracting strategies (GPO/wholesale agreements) new product launch readiness and limitedcompetition opportunities.

3) Leadership Governance & Compliance (10%)

• Build and mentor a highperforming team; manage vendors/contractors effectively.
• Establish operating rhythms: QBRs forecast councils IC design committees and SFE working groups.
• Ensure compliance with data privacy (e.g. HIPAA/GDPR as applicable) and relevant industry codes; partner with Legal/Compliance on IC policy and field conduct standards.

Incumbent should be willing to work in person from our Princeton NJ office

Qualifications :

Educational qualification: Required Bachelors degree in a quantitative or business field (e.g. Statistics Economics Engineering Analytics Finance Pharmacy). Preferred Masters degree (MBA MS Analytics/Statistics/Operations Research)

Minimum work experience: 812 years of commercial analytics/SFE experience including 3 years leading teams or crossfunctional programs

Skills & attributes:

• Pharmaceuticals experience required; Generics strongly preferred (wholesaler/GPO channels chargebacks/rebates net price dynamics erosion curves)
• Advanced proficiency with SQL and one analytics language (Python or R); expert in Excel and Power BI/Tableau
• Handson with CRM (Salesforce/Veeva) territory alignment tools IC modeling and forecast accuracy improvement
• Strong stakeholder management with Sales Pricing Supply Chain and Finance
• Experience with advanced forecasting/optimization (timeseries mixedinteger programming for territory design)
• Familiarity with IQVIA/Symphony Health datasets wholesaler data chargeback files and GPO contract analytics
• Demonstrated success launching SFE programs at scale in Generics (multiSKU portfolios frequent competitive entries supplyaware selling)

Core competencies:

• Commercial acumen: understands net price drivers contract economics service levels and supply realities unique to Generics
• Analytical rigor: translates complex data into clear decisions; tests hypotheses and quantifies impact
• Program design & Governance: creates simple fair and motivating IC plans; robust targetsetting; transparent policies
• Change leadership: drives adoption of CRM and SFE processes; excellent communication and training skills
• Collaboration: influences across Sales Product Management Pricing Finance Supply DPEx and HR

Additional Information :

Must be a U.S. citizen or lawful permanent resident of U.S. or otherwise authorized to work in the U.S. without requiring visa transfer or sponsorship now or in the future.

Laboratories offers a competitive total rewards package including base salary determined on the basis of role experience skill set and location. Additionally employees are eligible for an annual discretionary bonus and benefits including comprehensive health care coverage retirement savings plan and leave benefits. Additional details about total compensation and benefits will be provided during the hiring process.

Our Work Culture
Ask any employee at Dr. Reddys why they come to work every day and theyll say because Good Health Cant Wait. This is our credo as well as the guiding principle behind all our actions. We see healthcare solutions not only as scientific formulations but as a means to help patients lead healthier lives and were always attuned to the new and the next to empower people to stay fit. And to do this we foster a culture of empathy and dynamism. People are at the core of our journey over the last few decades. They have been supported by an enabling environment that buoys individual ability while fostering teamwork and shared success. We believe that when people with diverse skills are bound together by a common purpose and value system they can make magic.

Equal Opportunity Employer

An Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race color religion age sex sexual orientation gender identity national origin or protected veteran status and will not be discriminated against based on disability.

For more details please visit our career website at

Remote Work :

No

Employment Type :

Full-time