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.
