Vishal Shukla

Commercial Excellence and Sales Force Effectiveness professional with strong experience in pharmaceutical business analytics, strategic planning, territory alignment, customer targeting, field force optimization, GTM Strategy and organizational transformation. Proven ability to drive data-driven decision-making, improve sales productivity, and lead cross-functional teams in complex business environments. Skilled in stakeholder management, commercial strategy execution, and translating analytics into actionable business outcomes.

Senior Manager - Commercial Excellence and SFE Projects at Zydus Healthcare Limited (2025-02 – 2026-05)

• Manage a team of 10 direct reportees involved in Analytics, Projects & operational role
• Spearheaded commercial excellence initiatives including segmentation, territory alignment, field deployment, and sales force optimization to improve ROI and productivity.
• Lead Central SFE analytics covering Target setting, SOP compliance, field-force effort analysis, HQ optimization, low-performing HQ identification, MSL variance analysis and performance dashboards for data-driven business decisions.
• Conducted business reviews and training sessions to improve understanding of SFE metrics, coverage models, targeting strategies, performance KPIs.
• Streamlined iPad operations by reducing device pickup turnaround time from 24 days to 12 days, improving operational efficiency and device utilization.
• Proposed and implemented transition of the MCR cycle from monthly to quarterly, strengthening process governance and reducing repetitive administrative effort.
• Handled projects like MCI & Specialty validation through Edgeaxis, Chatbot, Nudges through THB
• Awarded Star Performer of the Year 2025
• Bagged award for best use of SFE and SFA award from Bluetech Media

Senior Manager - Commercial Excellence & SFE Lead and SFE projects at Cipla Limited (2020-12 – 2025-01)

• Managed a 2-member analytics team responsible for lead/lag dashboards, incentive program reporting, Target setting exercise, Field force segmentation and SFE performance packs.
• Utilized business analytics, market data, prescription trends, and RCPA insights to optimize territory planning and resource allocation.
• Shared business analysis on SFE metrics with the Business Head and presented SFE updates to the India Rx Head in monthly review forums.
• Published periodic SFE performance parameters to the field force for improving productivity and monitoring execution quality.
• Partnered with Sales and Marketing teams to lead data-driven GTM and SFE initiatives encompassing HCP segmentation, territory alignment, field force deployment, call planning, and ROI-driven resource optimization to enhance market penetration and business productivity.
• Evaluated performance versus effort at field-force and territory level to surface actionable productivity gaps.
• Partnered with field teams through periodic field work to understand practical execution challenges.
• Awarded Achievers Award for FY 2021-22 performance
• Awarded 'Achiever of the Year' within the first year in the ACSS cluster

Manager - Sales Operations at Litmus World Technologies Pvt. Ltd. (2017-05 – 2020-11)

B2B SaaS company focused on customer experience measurement and management for 125+ clients.

• Implemented Zoho CRM to automate sales, lead, forecasting and performance analysis for leadership reporting.
• Worked with vendors to translate business requirements into CRM modifications and reporting improvements.
• Prepared monthly budget variance and sales pipeline analysis to identify gaps, trends and root causes.
• Handled large datasets for analytics and generated business insights for senior leadership teams.
• Built dashboards for senior-management presentations and custom client analytics reports.
• Successfully implemented CRM and Power BI reporting
• Awarded 'Achiever of the Month' and 'Achiever of the Year'
• Designed Excel VBA macros for operations and finance teams to reduce manual work

Sales Operation & SFE at Pfizer India Limited (2015-01 – 2017-04)

• Partnered with sales and marketing teams on budgets, demand forecasts and sales-goal evaluation.
• Coordinated with supply chain teams to align demand and supply management requirements.
• Designed sales dashboards for monthly leadership reviews at regional and product level.
• Performed monthly budget versus actual and latest-estimate variance analysis to identify business gaps.
• Prepared secondary sales and in-market data for insights, predictive analytics, sales forecasts, collections and performance reviews.
• Designed macros for timely Sales Flash reports covering budget versus actual sales, scheme sales and growth visibility for country-wide RBMs
• Automated institutional sales reports

Team Lead - Operations at DHL Logistics India Pvt. Ltd. - Pfizer India Operations (2013-01 – 2014-12)

• Led an 8-member team across credit control, bank reconciliations and MIS reporting within sales order-to-cash operations.
• Automated reporting projects for multiple departments to improve turnaround time and workflow accuracy.
• Handled high-volume operational data and prepared management insights for senior stakeholders.
• Created PowerPoint-based MIS dashboards covering credit-clearance trends and end-to-end cheque creation to clearance analysis across PAN India locations.
• Awarded 'Achiever of the Month' within the first five months
• Received appreciation from Director - Operations for macros that accelerated multi-location reporting

Research Associate at Syntel Sourcing Pvt. Ltd. (2009-12 – 2012-05)

• Completed weekly, monthly and preliminary reconciliations of cash, assets and accruals between custodian banks and investment-manager transactions.
• Coordinated directly with clients and custodians to resolve transaction discrepancies.
• Researched daily cash flows, investigated mismatches and prepared discrepancy analysis

Bachelor of Commerce in Commerce – Mumbai University (2006-03)