Lead, Commercial Analytics & Sales Force Excellence (Generics)

Dr Reddy's Laboratories Limited • Princeton, NJ

40d • Hybrid

About The Position

The Lead, Commercial Analytics & Sales Force Excellence (SFE) is the enterprise point‑person for transforming data into commercial impact across the Generics portfolio. This leader owns demand and price analytics, customer/account insights, and SFE programs—including 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.

Requirements

• Required Bachelor’s degree in a quantitative or business field (e.g., Statistics, Economics, Engineering, Analytics, Finance, Pharmacy)
• 8–12+ years of commercial analytics/SFE experience, including 3+ years leading teams or cross‑functional programs
• 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
• Hands‑on with CRM (Salesforce/Veeva), territory alignment tools, IC modeling, and forecast accuracy improvement
• Strong stakeholder management with Sales, Pricing, Supply Chain, and Finance
• Demonstrated success launching SFE programs at scale in Generics (multi‑SKU portfolios, frequent competitive entries, supply‑aware selling)
• Analytical rigor: translates complex data into clear decisions; tests hypotheses and quantifies impact
• Program design & Governance: creates simple, fair, and motivating IC plans; robust target‑setting; 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

Nice To Haves

• Preferred Master’s degree (MBA, MS Analytics/Statistics/Operations Research)
• Experience with advanced forecasting/optimization (time‑series, mixed‑integer programming for territory design)
• Familiarity with IQVIA/Symphony Health datasets, wholesaler data, chargeback files, and GPO contract analytics
• Commercial acumen: understands net price drivers, contract economics, service levels, and supply realities unique to Generics

Responsibilities

• Sales Force Excellence (≈50%): Territory & coverage design: optimize territories by volume/potential, white‑space 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 top‑down/bottom‑up methods, seasonality, pipeline factor, and supply‑aware 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 true‑ups. Account planning: standardize account plans (GPO/wholesaler/IDN/chain) with share-of-wallet goals, contracting levers, service KPIs, and cross‑functional action plans. CRM excellence: drive adoption and data hygiene in Salesforce/Veeva, define pipelines/stages, activity standards, and coaching insights for front‑line leaders. Lead training and change management for new SFE programs and analytics tools.
• Commercial & Pricing Analytics (≈40%): Build and maintain SKU-level forecasts (launch, steady‑state, LOE/erosion curves) incorporating competition, channel mix, service levels/fill rates, GPO and wholesaler dynamics, and supply constraints. Lead price and margin analytics: WAC vs. net, chargebacks, rebates, admin fees, and pocket‑price 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 “limited‑competition” opportunities.
• Leadership, Governance & Compliance (≈10%): Build and mentor a high‑performing 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level