JOB DESCRIPTION:
Function: Commercial Excellence
Location: Karachi, Pakistan
Reports to: Associate Director – Commercial Excellence
Position Purpose
To drive commercial effectiveness and execution excellence through strategic customer segmentation and targeting, field-force productivity, KOL engagement governance, CRM-driven analytics, and standardized commercial processes. The role will partner closely with Sales, Marketing, and Medical teams to translate insights into actionable interventions, strengthen execution discipline, and deliver measurable improvements in commercial performance.
Key Responsibilities
1. Customer Segmentation & Targeting
- Lead customer profiling, segmentation, and targeting frameworks to ensure effective prioritization of high-potential healthcare professionals, Pharmacies and Institutions
- Optimize customer coverage, call frequency, and territory targeting based on business potential, customer insights, and commercial priorities.
- Continuously assess targeting effectiveness, identify coverage gaps, and recommend corrective interventions.
2. Sales Force Effectiveness & Execution Discipline
- Establish and monitor field execution standards, including call-plan adherence, customer coverage, call frequency, and CRM compliance.
- Analyze field-force productivity, territory performance, and execution gaps to identify opportunities for improvement.
- Partner with Sales Leadership to drive corrective actions, strengthen accountability, and improve execution consistency.
3. CRM Analytics & Commercial Insights
- Leverage CRM, sales, and customer data to identify performance gaps, emerging opportunities, and underlying business drivers.
- Develop actionable dashboards, performance scorecards, and analytical insights to support commercial decision-making.
- Drive CRM adoption, data quality, reporting effectiveness, and continuous improvement of commercial intelligence capabilities.
4. KOL Management & Engagement Governance
- Establish a consolidated KOL profiling and engagement tracking framework based on approved Sales, Marketing, and Medical KOL lists.
- Monitor planned versus actual KOL activities, engagement coverage, frequency, and execution against functional plans.
- Identify engagement gaps and duplication, facilitate cross-functional reviews, and drive timely follow-up while maintaining Medical Affairs independence and compliance requirements.
5. Commercial SOPs & Process Excellence
- Develop, implement, and continuously improve commercial SOPs, operating guidelines, and execution governance frameworks.
- Standardize critical commercial processes, define performance metrics, and monitor adherence to established standards.
- Identify opportunities for process simplification, automation, and operational efficiency.
6. Commercial Business Partnering & Performance Improvement
- Collaborate with Sales and Marketing teams to diagnose business challenges and translate analytical insights into actionable improvement plans.
- Support go-to-market execution, territory optimization, resource deployment, and commercial transformation initiatives.
- Facilitate structured performance reviews, monitor corrective actions, and evaluate the business impact of commercial excellence initiatives.
Key Performance Indicators
- Customer profiling quality, target coverage, and segmentation effectiveness.
- Call-plan adherence, execution discipline, and field-force productivity.
- CRM adoption, data accuracy, and effectiveness of commercial insights.
- KOL engagement plan execution, activity coverage, and tracking compliance.
- SOP implementation, process adherence, and operational improvements.
- Timely closure of identified execution gaps and measurable impact of improvement initiatives.
Qualifications & Experience
- Bachelor’s or Master’s degree in Business Administration, Pharmacy, Life Sciences, or a relevant discipline; MBA preferred.
- 5–10 years of relevant pharmaceutical industry experience, preferably in Commercial Excellence, Sales Force Effectiveness, Sales Operations, or Commercial Analytics.
- Demonstrated experience in customer segmentation, targeting, CRM analytics, performance management, and cross-functional commercial initiatives.
- Strong analytical capability with proficiency in Excel, Power BI, and Salesforce/SFDC or equivalent CRM platforms.
- Sound understanding of pharmaceutical commercial operations, field-force dynamics, and healthcare professional engagement practices.
Critical Competencies
- Commercial Acumen & Strategic Thinking: Ability to connect customer insights, execution effectiveness, and business outcomes.
- Analytical & Problem-Solving Capability: Ability to move beyond reporting to root-cause analysis and actionable recommendations.
- Execution Excellence: Strong ownership, operational discipline, and results orientation.
- Stakeholder Influence: Ability to drive alignment and action across Sales, Marketing, Medical, and senior management.
- Process & Change Management: Ability to institutionalize standards, improve ways of working, and sustain performance improvements.
Expected Outcome
Build a data-driven, customer-focused, and execution disciplined commercial organization by transforming insights into actions, strengthening field effectiveness, improving engagement quality, and enabling sustainable business growth.
The base pay for this position is
N/A
In specific locations, the pay range may vary from the range posted.
JOB FAMILY:
Sales Support & Administration
DIVISION:
EPD Established Pharma
LOCATION:
Pakistan > Karachi : Opp: Radio Pakistan Transmission, Hyderabad Road, Landhi
ADDITIONAL LOCATIONS:
WORK SHIFT:
Standard
TRAVEL:
Yes, 15 % of the Time
MEDICAL SURVEILLANCE:
Not Applicable
SIGNIFICANT WORK ACTIVITIES:
Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day)