Nilesh Chavan

Pharma commercial analytics and Sales Force Effectiveness professional with 20+ years of experience across business strategy, MIS, SFE, Salesforce Automation/CRM implementation, field force productivity, incentive compensation and business support. Currently working as Senior Manager - Business Analysis at Ashish Life Science, supporting Front End, Hybrid and Distributor Driven markets with performance tracking, Salesforce reporting governance, customer coverage analysis, dashboards, importer stock movement review, strategic brand analysis and incentive planning. Proven background with Ashish Life Science, BDR Pharmaceuticals and Ferring Pharmaceuticals in building SFE processes, CRM/SFA adoption, sales dashboards, business reviews, annual planning support and leadership reporting.

Senior Manager - Business Analysis (SFE, Business Support & Analysis) - Ashish Life Science Pvt. Ltd. - Andheri, Mumbai

(2022-09)

Lead business analysis, MIS, SFE and Salesforce Automation/CRM implementation initiatives for Ashish Life Science across Front End, Hybrid and Distributor Driven markets.

• Prepare weekly, monthly and quarterly performance tracking of field force with key performance indicators to support leadership reviews and corrective actions.
• Review Target vs Achievement, PCPM, market-wise and BDM-wise visibility, importer stock movement, critical outstanding updates and product-wise purchase rate trends.
• Analyse strategic brand performance across markets and capture market feedback from BD teams wherever brands are degrowing or require corrective business action.
• Design and maintain Advanced Excel dashboards for Front End and Distribution Driven markets, including Budget vs Achievement and performance visibility dashboards.
• Drive Salesforce reporting discipline, mobile reporting governance and SFE process implementation through regular training, coaching and coordination with end users.
• Conduct customer coverage vs potential analysis and customer profiling based on business potential, including Category A, B and C segmentation.
• Design and implement incentive compensation and reward plans for field teams, ensuring accurate calculations, governance and timely reimbursement support.
• Support commercialization reviews by analysing new products registered vs commercialization status and performance contribution.
• Received Best Implementation and Support Award for effective SFE/SFA execution.
• Completed Salesforce/mobile reporting upgrade project for end users.
• Rolled out Budget vs Achievement dashboards and geo-tagging module for field employees.
• Successfully launched Community App in key markets for channel partners and customers.

Manager - Sales Admin (SFE, Business Support & Marketing Services) - BDR Pharmaceuticals International Pvt. Ltd. - Charni Road, Mumbai

(2018-03 - 2022-08)

Led Sales Force Effectiveness and Sales Administration functions supporting strategic marketing, business effectiveness and market research initiatives.

• Prepared sales forecasts, market positioning inputs, prescriber trend analysis and mind-share analysis to support business decisions.
• Generated comprehensive reports and presentations with findings and recommendations for management, sales leadership and business stakeholders.
• Supported target setting, performance management, weekly/monthly/quarterly sales MIS and sales potential maximization for field teams.
• Automated MIS and dashboards to improve report generation efficiency and enable timely performance tracking, ROI review and business hygiene monitoring.
• Designed annual and tactical incentive compensation plans, ensuring accurate calculation and timely payout/reimbursement processing.
• Implemented and supported mobile and web-based reporting systems, including field force training, SFC updating, expense monitoring and SFE process adoption.
• Coordinated with vendors for SFA enhancements and supported Digital Detailing rollout and targeted content development.
• Supported Commercial Excellence initiatives including institutional tender filing, registrations, pricing, discounts and margin control.
• Contributed to business projects covering portfolio planning, promotion, customer engagement, review meetings, periodic dashboards and annual budgeting.
• Completed mobile reporting software upgrade and SFE implementation for end users.
• Rolled out automated Expense Module and online Professional Service Proposal module.
• Successfully rolled out Digital Detailing module to field force.
• Completed Business Model Realignment project as part of STP strategy planning.

Senior Executive - Sales Admin (SFE, Business Support) - Ferring Pharmaceuticals Ltd. - BKC, Mumbai

(2011-06 - 2018-03)

Managed SFE, Sales Administration, business effectiveness and market research support for India business.

• Provided sales forecast support, market positioning analysis, prescriber trend analysis and business performance insights.
• Developed targeted reports and presentations to improve sales force efficiency, target setting and performance management.
• Automated recurring MIS and dashboards for weekly, monthly and quarterly sales reporting and business reviews.
• Monitored sales, ROI and business hygiene metrics to support field force productivity and commercial discipline.
• Designed and administered annual and tactical incentive compensation plans and ensured accurate calculation and reimbursement processing.
• Implemented mobile/iPad and web-based reporting systems; trained field force on mobile reporting, SFC updating, expense monitoring and SFE processes.
• Supported digital detailing rollout, vendor coordination and ongoing system enhancements.
• Provided market research and competitive intelligence support including IMS/Rx audit, brand/territory/PCPM analysis and perceptual analysis.
• Participated in annual budgeting, business planning, corporate submissions, periodic reports, deviation reports and leadership review decks.
• Completed mobile reporting software upgrade and SFE implementation.
• Rolled out automated Expense Module and online Activity Approval module for field force.
• Successfully rolled out iPad Digital Detailing module.
• Completed Business Model Realignment project as part of STP strategy planning.

Marketing Coordinator - VHB Life Sciences Pvt. Ltd. - Dadar, Mumbai

(2010-09 - 2011-06)

• Coordinated field force appointment support, imprest cash process, monthly expense verification and reimbursement.
• Followed up for territory-wise, product-wise and manager-wise weekly secondary sales data.
• Coordinated monthly sales closing activities with HO support functions including stock transfers, special rate approvals and incentive disbursement follow-up.

Executive - Sales Accounts - Charak Pharma Pvt. Ltd. - Mahalaxmi, Mumbai

(2003-02 - 2010-08)

• Managed sales accounts support including monthly expense statements, incentives, full and final settlement and sales promotion expense processing.
• Prepared TSA and ASAS credit notes in Tally and processed approvals.
• Verified and processed doctor sponsorship, CME, DGM, conference and promotional expenses.
• Controlled field staff and manager advances and settled tour claims as per travel policy.