SFE Business Partner

Job Summary
We are seeking an experienced and dynamic Analytics professional to lead and implement key Sales Force Excellence (SFE) processes across the organization. The role focuses on optimizing field efforts strengthening sales performance driving strategic customer engagement supporting performance management and overseeing critical salesenablement systems. You will work closely with Finance HR Strategy Analytics CoE Marketing Excellence and Training teams to ensure seamless and effective business operations.

Roles & Responsibilities
You will be responsible for supporting the SFE Head and in-country SFE Business Partners (BPs) in the capability development of the Field Force in India markets for sales excellence. You will own the analytics backbone for Sales Force Effectiveness (SFE)designing diagnostic frameworks predictive models and decisionsupport tools that elevate segmentation & targeting optimize territory deployment enhance CRMled engagement and strengthen incentive design. Your analytical solutions will translate into measurable commercial outcomes for India.
Key Responsibilities:

1. Business Performance & SFE Analytics

• Own core SFE performance metrics (coverage frequency productivity call quality prescription uplift market share etc.) and provide timely visibility to leadership across BU zone region and territory levels.
• Build maintain and enhance dashboards/MIS to track field performance brand performance and key commercial KPIs.
• Conduct deepdive diagnostics on under/overperformance to identify drivers and recommend corrective actions for Sales Marketing and Field Leadership.
• Deliver advanced SFE diagnostics to identify performance gaps uplift opportunities and guide decisionmaking across brands geographies and customer segments.
• Perform diagnostics on coverage frequency call quality brand movement and territory health to surface actionable improvement levers.

1. SFE Design Segmentation Targeting Territory & Incentives

• Design and continuously refine doctor segmentation targeting and potentialbased coverage strategies to improve focus and engagement quality.
• Support territory design alignment beat planning and deployment modelling to optimize reach frequency and field productivity across regions.
• Contribute to incentive plan design (metrics weightages thresholds caps qualifiers) and track effectiveness fairness and behavioural alignment.
• Use analytics to identify capability gaps structural issues and process bottlenecks and recommend targeted improvement initiatives.
• Design and optimize incentive plans through simulations fairness checks behavioural modelling and governance frameworks that reinforce desired field behaviours and commercial priorities

1. Advanced Analytics & ML (Python / Other Languages)

• Build machinelearning and advanced analytics models using Python R and SQL (e.g. prescription uplift churn/retention potential estimation nextbestaction) tailored to India market dynamics.
• Perform data preprocessing feature engineering and model training/validation to ensure robust scalable and productionready analytical solutions.
• Integrate model outputs into businessfriendly toolsdashboards targeting lists opportunity flagsenabling seamless consumption by Sales Marketing and Leadership teams.
• Continuously monitor model performance recalibrate as needed and document assumptions methods and limitations in clear businessaligned language.

1. Drive ProcessCentric Customer Engagement

• Applying strategic segmentation and targeted engagement to maximize reach frequency and impact
• Continuously monitoring and refining engagement strategies using data field insights and market signals
• Enhancing CRMdriven customer engagement through nextbest actions omnichannel insights and doctorforward execution to elevate interaction quality and outcomes
• Support omnichannel and digital engagement initiatives by delivering insights on channel mix reach frequency and engagement effectiveness.

1. Deliver SFE Diagnostics & Incremental Use Cases

• Deliver advanced SFE diagnostics to identify performance drivers gaps uplift opportunities and guide decisionmaking across brands territories and customer segments.
• Conduct deep diagnostics on coverage frequency call quality brand movement and territory health to surface actionable improvement levers.
• Support segmentation & targeting potential estimation and micromarket opportunity identification to sharpen field focus and resource allocation.
• Build analytical models for territory optimization deployment modelling and productivityenhancing frameworks.
• Track postimplementation impact of SFE initiatives and institutionalize learnings into playbooks and standard ways of working

Qualifications :

Educational qualification: A Graduate in quantitative areas (Engineering Mathematics Finance etc.) or Pharmacy; MBA is an advantage

Minimum work experience: 3 to 6 years of experience in Pharmaceutical or related domains with significant hands-on sales data and analysis expertise; experience in sales and line management is beneficial

Skills & attributes:

Technical Skills
Understanding of strategic issues and key business elements that drive the Pharmaceutical industry.
Knowledge of Sales Systems and Processes and an in-depth understanding of the Pharmaceutical and Life Sciences Industry and Ecological Systems.
Advanced Modelling & Machine Learning: LMs treebased models (XGBoost LightGBM) uplift modelling churn/retention models Timeseries forecasting optimisation models predictive scoring nextbestaction modelling.
Causal Inference & Experimentation: A/B testing propensity scoring matched control frameworks DifferenceinDifferences (DiD).
Engineering & Analytics Tools: Python R SQL for data preprocessing feature engineering model training/validation and deployment into business workflows.
Strong command of Excel (advanced formulas pivots macros) and PowerPoint for presentations. Handson with Power BI / Tableau for dashboards analytics automation and selfservice insights.
Prior experience in Field force sizing and structuring Field goal/target setting HCP segmentation & targeting Incentive design and operations and CRM analytics will be an added advantage.
Excellent presentation skills and ability to plan and implement training.

Behavioural Skills
Ability to drive sales force to achieve objectives.
Takes initiative and anticipates challenges addressing them proactively.
Strong collaborative mindset with the ability to work effectively across Dpex Sales Marketing Finance HR IT and other crossfunctional teams.
Effective networking skills building and maintaining professional connections.
Ability to effectively manage and lead teams.
Excellent change management skills and adapts effectively to evolving circumstances.
A strategic orientation aligning actions with overarching organizational goals.

Remote Work :

No

Employment Type :

Full-time