Salesforce Excellence Manager

SFE & BUSINESS INTELLIGENCE MANAGER

Sales Intelligence, Visibility & Execution Control

Biocentasy | Sales Operations & Analytics | Head Office

⚕ MANDATORY THERAPEUTIC AREA EXPERIENCE ⚕

Candidates must have prior hands-on experience in one or more:

Nephrology │ Urology │ Gynecology

Position Details

Company

Biocentasy (A Division of Jodhani Papers Pvt Ltd)

Business Unit

Branded Generics / White-Label Marketing

Position Title

SFE & Business Intelligence Manager

Subtitle

Sales Intelligence, Visibility & Execution Control

Department

Sales Operations & Analytics

Reports To

National Sales Manager + Dotted Line: Top Management / Founder

Location

Head Office

Experience

5–8 years in SFE / Sales Analytics in Pharma

Therapy Areas

Nephrology │ Urology │ Gynecology (Mandatory)

Role Overview

The SFE & Business Intelligence Manager is the real-time intelligence engine of Biocentasy's field operations. This role is responsible for building and maintaining a 360° visibility system across all sales parameters — activity, output, and outcomes — across Nephrology, Urology, and Gynecology.

The role goes beyond reporting: it must identify performance gaps the moment they emerge, understand root causes, and coordinate with Sales, HR, and Marketing to close those gaps without delay. This is a control tower function — ensuring that no deviation from target goes undetected or unaddressed.

This is not a back-office analytics role. The SFE & BI Manager is the most information-critical position in the company — the eyes of the NSM and top management, in real time.

Key Responsibilities

A. Real-Time Visibility & Scoreboard Management

•      Build and maintain a real-time performance scoreboard covering activity, coverage, prescription generation, and revenue — with Red/Yellow/Green status visible to NSM and top management at all times.

•      Own the Daily Huddle Data Pack — prepare inputs for the daily sales review meeting, including previous day's field activity, coverage status, and any red-flag territories or reps.

•      Publish a morning flash report by 10 AM every working day, flagging any rep, territory, or product trending below threshold before the week is lost.

•      Maintain a live Exception Report — a real-time list of deviations from plan: missed targets, low-activity reps, uncovered doctors, and stockist gaps. This report is reviewed daily by the NSM.

•      Ensure management dashboard availability and accuracy 100% of working days (scoreboard uptime).

B. Gap Identification & Closure (Core Mandate)

•      Own the full gap-closure cycle end-to-end:

–     Identify the gap and quantify its revenue impact

–     Assign accountability to the right owner (RSM / ABM / Rep)

–     Track closure with a defined timeline

–     Escalate to NSM or top management if unresolved within 48 hours

•      Build and maintain a Lead vs. Lag indicator framework — lead indicators (calls made, doctors covered, RCPA done) must be tracked separately from lag indicators (prescriptions, sales) so gaps can be predicted, not just reported.

•      Coordinate inter-departmental gap closure — when a gap stems from a vacancy (HR), supply issue (Operations), or system failure (IT), this role is responsible for flagging and coordinating resolution, not just logging it.

•      Maintain territory health scorecards — each territory to receive a weekly health score combining activity, coverage, RCPA, and growth trend, enabling NSM to prioritize coaching and intervention.

C. CRM, SFA & Data Systems

•      Design, implement, and manage CRM and SFA tools for the field force across all three therapy areas.

•      Define and optimize territory alignment, target-setting processes, and call planning frameworks specific to Nephrology, Urology, and Gynecology specialist segments.

•      Drive digital adoption among the field force — e-detailing, CLM tools, mobile apps, and reporting systems.

•      Liaise with IT vendors for CRM enhancements, new feature rollouts, and data integrity audits.

•      Monitor data completeness rate — ensure reps are entering quality data, not just logging calls.

D. Analytics & Performance Intelligence

•      Conduct daily tracking of field productivity — calls per day, coverage percentage, RCPA data, and prescription trends across all three therapy areas.

•      Build and maintain MIS dashboards and field performance reports for NSM and management review.

•      Conduct in-depth analysis of RCPA and prescription trends; validate SFE-tracked data against secondary data sources (IQVIA / AIOCD) to maintain data trustworthiness.

•      Support launch readiness with targeting, segmentation, and field communication tools.

•      Prepare the data narrative for Monthly and Quarterly Business Reviews — all performance data to be clean, reconciled, and presentation-ready.

E. Incentive, Training & Field Quality

•      Develop and administer incentive compensation plans (ICP) for the field force in coordination with Sales leadership — ensuring fairness, accuracy, and on-time payouts.

•      Design and implement field training calendars in coordination with HR and Marketing teams.

•      Conduct periodic field audits, mystery shopping, and accompaniment analysis to assess quality of field execution.

•      Identify gaps in field capability and design corrective action plans in coordination with Training and HR.

•      Prepare periodic SFE scorecards and benchmark against industry standards.

Qualifications & Requirements

•      Bachelor's degree in Science or Pharmacy; MBA / M.Sc. in Analytics or Business strongly preferred.

•      5–8 years of experience in SFE, sales analytics, or sales operations in the pharmaceutical industry.

•      Mandatory experience in at least one of the following: Nephrology, Urology, or Gynecology — with deep knowledge of therapy dynamics, KOL ecosystem, and prescription behaviour within that specialty.

•      Hands-on experience with CRM / SFA tools (e-detailing platforms, Veeva, or equivalent).

•      Strong proficiency in Excel, Power BI, or similar analytics tools.

•      Knowledge of pharma secondary data — IQVIA, AIOCD, or equivalent.

Key Competencies & Skills

Technical Competencies

Behavioural Competencies

•      Strong data analytics and visualization

–     Deep understanding of specialty field-force KPIs

–     MIS tools, dashboards, and reporting mastery

–     CRM / SFA platform management

–     Excel, Power BI, secondary data (IQVIA / AIOCD)

–     Process design and project management

•      Action orientation — wired to close gaps, not just report them

–     Cross-functional coordination (Sales, HR, Ops, IT)

–     Communication under urgency — concise verbal briefs to NSM

–     High attention to detail and structured thinking

–     Comfort with ambiguity; ability to prioritize under pressure

–     Communicating complex data to non-technical stakeholders

Key Performance Indicators (KPIs)

KPI

Target / Measurement Criteria

Morning flash report

Published before 10 AM, 5 days/week — measured as compliance %

Exception report freshness

Updated daily; tracked as % of working days current

Gap identification speed

Avg. time from gap emergence to escalation report — target: same day or next day

Gap closure rate

% of identified gaps resolved within SLA (7 days activity gaps / 30 days structural)

Field-force productivity score

Calls/day and coverage % across all three therapy areas — published daily

CRM adoption + data quality

Adoption rate AND data completeness rate (quality of entries, not just volume)

Scoreboard uptime

Management dashboard available and current — 100% of working days

RCPA vs. secondary data accuracy

Correlation of SFE-tracked RCPA with IQVIA / AIOCD — validated quarterly

Target-setting accuracy

Variance between set targets and actuals — reviewed quarterly

Incentive payout accuracy & timeliness

Zero errors; on-time disbursement per defined schedule

Training completion rate

% of field force completing scheduled training — tracked monthly

Reporting Structure — Important Note

Primary: National Sales Manager

Dotted Line: Founder / Top Management

The dotted-line reporting to top management is intentional and non-negotiable. Since the core mandate of this role is to provide objective visibility of field performance — including the performance of the NSM's own team — a reporting line exclusively to the NSM creates a structural conflict of interest. The dotted line to the Founder ensures data integrity, objectivity, and direct access to report critical exceptions without filters.

Confidential | Internal Use Only | Biocentasy — A Division of Jodhani Papers Pvt Ltd