web analytics
Pharmaceutical & Medical Services
21 Oct 2019
Job Opportunity : Trade Excellence Lead (280 K)
Trade Excellence Lead (280 K)
Our Client
One of Global Leading Pharmaceutical Company
Report to
Commercial Excellent Director



  • Drive Sales Force effectiveness and operationalize sales strategy through optimizing sales force structure, creating/ implementing data and scorecards, sales force automation, and manage field discipline guidelines as well as incentive and rewards
  • Leverage analytics for defining and executing right marketing strategy (pricing, promotion and media), and engaging with the business teams to utilize available dataset to make informed business decisions
  1. Sales Strategy Operationalization
  • Engage with and support Sales to operationalize sales strategy in terms of:
    • Understanding and enablement of sources of growth at territory, sales route and outlet levels
    • Understanding and enablement of geographic and channel dynamics of trade
    • Executing customer segmentation, classification, prioritization and targeting
  1. Sales Force Structure, Sizing and Deployment
  • Optimize sales force size, structure and deployment based on territory potential, customer classification, customer facing time and span of control
  1. Driving Productivity and efficiencies through Analytics
  • Integrate existing and acquired data to develop a single view of the business and monitor the business hygiene KPIs at monthly level, and acts as a brain to uncover “so-what” actions
  • Analyze data to track and measure effectiveness and ROI of marketing and non-marketing campaigns to help commercial excellence leader and other commercial teams in prioritizing the investments
  • Leverage HCP data to define efficient segmentation framework for Marketing team to improve overall business hygiene
  • Develop forecasting models to assist commercial teams in identifying growth opportunities and assist in business planning
  1. SFE Projects and Initiatives
  • Design, align, deploy and enable stakeholders in executing selling and sales operation processes (MCL, target setting and allocation, customer master data management, Sales master data management, guidelines and benchmarks on field execution and disciplines)
  • Work with stakeholders to propose and align on SFE initiatives to build sales fundamentals and improve sales productivity via specific SFE projects
  • Act as a custodian for all selling and sales operation processes by tracking process execution by stakeholders to ensure process compliance as well as process improvement and simplification
  • Roll out and drive execution of SFE projects in conjunction with stakeholders


  • Minimum 10 years of experience in business analysis, and/or major analytical or research studies
  • Good understanding and knowledge about Healthcare/FMCG industry is preferable
  • Ability to hit the ground running with interest/ experience in the topic, functional/ technical skills including ability to liaise with other functional teams to achieve the business objective
  • Hands-on experience in developing regression/time-series/forecasting models as well cleaning huge amounts of datasets by utilizing Excel