Key Responsibilities
Sales Analytics & Reporting
- Develop and maintain sales dashboards and performance reports.
- Analyze sales trends, market share, productivity, and KPI achievement.
- Prepare regular and ad hoc reports for management.
- Generate actionable insights to improve commercial performance.
Sales Force Planning
- Support territory alignment and territory sizing.
- Conduct customer segmentation and targeting.
- Recommend optimal deployment of Medical Representatives.
- Monitor sales coverage and call plan execution.
CRM & Systems Management
- Maintain CRM data integrity (e.g., Salesforce, Veeva CRM).
- Ensure accurate customer master data.
- Support CRM enhancements and user adoption.
- Train users on CRM tools and reporting systems.
Sales Incentives & Performance Management
- Assist in designing and administering incentive schemes.
- Validate sales achievements and incentive payouts.
- Monitor KPIs including:
- Call activity
- Coverage
- Reach and frequency
- Productivity
- Sales target achievement
Business Intelligence
- Perform data analysis using Excel, Power BI, or similar tools.
- Identify opportunities and performance gaps.
- Support demand forecasting and business planning.
- Present recommendations to sales leadership.
Cross-functional Collaboration
- Partner with Sales, Marketing, Finance, Supply Chain, and HR.
- Support launch planning and sales force deployment.
- Participate in commercial excellence initiatives.
- Assist in process improvement projects.
Qualifications
- Bachelor's degree in Business, Statistics, Economics, Marketing, Information Systems, or related field.
- 2–5 years of experience in Sales Operations, Business Intelligence, Commercial Excellence, or Sales Force Effectiveness, preferably in the pharmaceutical industry.
- Advanced Microsoft Excel skills.
- Experience with Power BI, Tableau, or similar visualization tools.
- Experience using CRM platforms such as Salesforce or Veeva CRM is an advantage.
- Strong analytical and problem-solving skills.
- Excellent communication and stakeholder management skills.
