Hi,
We are having an opening for "Director, Sales Operations & Analytics" in Commercial Operations team at our Mumbai location
.
Job Summar
y:The candidate will be reporting to the Head of Commercial Operations, the Director of Sales Operations & Analytics leads a team focused on the strategic imperatives and tactical execution of Sales Force Effectiveness, Incentive Compensation & Insightful Reporting and Sales Analytics. This is a hybrid role based in Mumbai, India, requiring in-office presence three days per week
..
Job Summar
y:
Reporting to the Head of Commercial Operations, the Director of Sales Operations & Analytics leads a team focused on the strategic imperatives and tactical execution of Sales Force Effectiveness, Incentive Compensation & Insightful Reporting and Sales Analytics. This is a hybrid role based in Mumbai, India, requiring in-office presence three days per w
eek.
Key responsibili
ties:
Essential Job Func
- tions:
Sales Force Effect
iveness• Lead the Sales Force Effectiveness Practice; provide subject matter expertise in segmentation and targeting. Guide sales force size and structure recommendations. Oversee call p
lanning• Supports Head of Commercial Operations; works cross-functionally with Sales, Sales Training, Analytics, Marketing and Comp
liance.• With the support of the team, creates and manages a streamlined operations plan to integrate and leverage our sales and marketing operation systems while minimizing costs to the organi
zation.• Facilitates/drives internal discussions with IT partners to build or streamline systems as nec
essary.• Responsible for sales teams roster management, on-boarding and termination
process• Other Ad hoc requests related to supporting sales force effectiveness
- efforts
Sales Analytics and Incentive Compensation & Insightful R
eporting• Lead the sales Incentive Compensation (IC) practice, including plan design, documentation, and administration & r
eporting• Ensure the highest quality of IC calculations and timely plan rollouts and
payouts• Support IC Committee
meetings• Provide relevant analytics and strategic insights to support customer segmentation, sales force effectiveness, and t
argeting• Support sales reporting platform to ensure the highest quality of data insights are provided to customer faci
ng teams• Assist with data ecosystem and associated commercial data requ
- irements
Brand Forecasting & Business
- InsightsSupport brand teams in refining forecasting models by integrating patient-level insights and marke
- t trends.Provide analytical support for demand planning, competitive intelligence, and promotional impact ass
- essments.Conduct scenario analysis and sensitivity modeling to assess potential risks and oppor
- tunities.Work with marketing teams to evaluate campaign effectiveness and optimize promotional
- efforts.Assess the impact of pricing, reimbursement, and formulary changes on brand per
- formance.Develop and maintain tracking tools to monitor market share and sales performance relative to com
- petitors.
Advanced Analytics &
- ReportingEnsure data accuracy, consistency, and accessibility through rigorous validation and quality control
- measures.Establish and maintain KPIs and performance benchmarks for sales and commerc
- ial teams.Improve reporting efficiency by implementing best practices in data visualization and sto
- rytelling.Partner with IT and Data Engineering teams to refine data pipelines and analytics infra
- structure.
Team Leadership & Offshore
- ManagementManage and mentor a team of 8-10 managers and analysts, ensuring high-quality deliverables, efficiency, and continuous skill d
- evelopment.Establish clear priorities, workflows, and best practices to maximize team con
- tributions.Provide technical training and mentorship to improve analytical capabilities acros
- s the team.Ensure seamless collaboration between offshore and onshore teams to drive
- efficiency.Monitor team performance and project timelines to maintain operational
- excellence.Promote a culture of innovation and continuous improvement within the analytic
- s function.Implement quality control processes to ensure accuracy and consistency in offshore de
- liverables.Align resources with business priorities to optimize productivity and
- efficiency.
Stakeholder Collaboration & Cross-Functional
- PartnershipAct as a strategic partner to Sales, Marketing, Market Access, Finance, and Commercial Leadership by delivering insights that inform key busines
- s decisions.Work closely with brand teams to align IC structures with overall commercial strategies and promotio
- nal efforts.Collaborate with Sales Operations and Field Leadership to ensure IC plans drive the right behaviors and
- incentives.Partner with Finance and Compliance to ensure accurate forecasting, budgeting, and adherence to corpora
- te policies.Engage with Data & IT teams to streamline data integration, enhance reporting capabilities, and improve data ac
- cessibility.Effectively communicate analytical findings and recommendations to senior leadership and field manag
- ement teams.Gather feedback from sales and marketing teams to continuously refine IC plans, analytics models, and reporting
- structures.Participate in cross-functional strategy meetings to align commercial analytics with broader business
objectives.
Qu
- alifications:
10+ years of experience in pharmaceutical commercial analytics, sales operations, or incentive - compensation.Proficiency in SQL, Excel, Alteryx, and Tableau (or simi
- lar BI tools).Experience in pharma brand forecasting models and key commercial analytics techniques, Incentive Compensation (IC) plan design, administration, and ongoing IC
- health checks.Strong knowledge of patient-level data analytics, including claims, hub, and specialty phar
- macy datasets.Knowledge of CRM systems (e.g., Veeva, Salesforce), sales operations and sample operati
- ons processes.Strong documentation skills to ensure comprehensive IC tracking and au
- dit readiness.Proven ability to manage teams and coordinate analytics projects across
- stakeholders.Bachelor’s or Master’s degree in Business, Data Science, Engineering, Statistics, or a
related field.
