SFE Business Partner

Responsibilities

• 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 deep‑dive diagnostics on under/over‑performance 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 decision‑making across brands, geographies, and customer segments.
• Perform diagnostics on coverage, frequency, call quality, brand movement, and territory health to surface actionable improvement levers.
• SFE Design - Segmentation, Targeting, Territory & Incentives -
• Design and continuously refine doctor segmentation, targeting, and potential‑based 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
• Advanced Analytics & ML (Python / Other Languages)
• Build machine‑learning and advanced analytics models using Python, R, and SQL (e.g., prescription uplift, churn/retention, potential estimation, next‑best‑action) tailored to India market dynamics.
• Perform data preprocessing, feature engineering, and model training/validation to ensure robust, scalable, and production‑ready analytical solutions.
• Integrate model outputs into business‑friendly tools-dashboards, targeting lists, opportunity flags-enabling seamless consumption by Sales, Marketing, and Leadership teams.
• Continuously monitor model performance, recalibrate as needed, and document assumptions, methods, and limitations in clear, business‑aligned language.
• Drive Process‑Centric 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 CRM‑driven customer engagement through next‑best actions, omnichannel insights, and doctor‑forward execution to elevate interaction quality and outcomes
• Support omnichannel and digital engagement initiatives by delivering insights on channel mix, reach, frequency, and engagement effectiveness.
• Deliver SFE Diagnostics & Incremental Use Cases
• Deliver advanced SFE diagnostics to identify performance drivers, gaps, uplift opportunities, and guide decision‑making 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 micro‑market opportunity identification to sharpen field focus and resource allocation.
• Build analytical models for territory optimization, deployment modelling, and productivity‑enhancing frameworks.
• Track post‑implementation impact of SFE initiatives and institutionalize learnings into playbooks and standard ways of working
• 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 Pha

Benefits

Additional Information

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 sales‑enablement 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 decision‑support tools that elevate segmentation & targeting, optimize territory deployment, enhance CRM‑led engagement, and strengthen incentive design. Your analytical solutions will translate into measurable commercial outcomes for India.

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Company Intel

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