Business Excellence Manager, MNC Pharma

Role Overview

The Business Excellence Manager serves as the critical bridge between Client facing solutions and local commercial execution. This role is responsible for the development, localization, and deployment of global capabilities and solutions to ensure that corporate strategies translate into tangible impact within the local market.

Positioned closest to sales execution, this role combines process ownership with hands-on insights, ensuring that Customer Experience strategies are practical, data-driven, and deeply grounded in field realities. The role acts as a strategic business partner and in charge of translating complex execution signals into clear, actionable recommendations that drive Sales Force Effectiveness (SFE) and improve customer engagement outcomes.

Key Responsibilities

A. Strategy Localization & Solution Deployment 

• Global-to-Local Translation: Lead the localization and implementation of client facing solutions and capacities, adapting frameworks to fit local market dynamics, competitive pressures, and regulatory requirements.

• Execution Process Ownership: Own the end-to-end execution process for commercial initiatives, ensuring that global strategies are operationalized effectively at the territory level.

• Change Management: Drive adoption of new tools and processes among client facing situations, minimizing disruption while maximizing efficiency gains.

B. Sales Force Effectiveness (SFE) & Insights

• Data-Driven Insights: Analyze execution signals (CRM data, call activity, digital engagement metrics) to identify performance gaps and opportunities.

• Strategic Recommendations: Translate complex analytics into clear, concise recommendations for Sales Leaders regarding territory alignment, targeting, call planning, and resource allocation.

• Performance Monitoring: Track the ROI of commercial initiatives, providing dashboards and reports that measure the correlation between execution and customer engagement outcomes.

C. Capability Enablement (Learning & Coaching) 

• Learning Enablement: Support the design and deployment of client facing related Sales Learning curricula, ensuring training is relevant to the local market and reinforces global best practices.

• Coaching Capabilities: Partner with Sales Managers to enhance their coaching capabilities. Develop field coaching toolkits and frameworks that enable managers to improve rep performance based on data insights.

• Field Reinforcement: Ensure that learning initiatives are not "one-off" events but are reinforced through ongoing field observation and feedback loops.

Qualifications

A. Education & Experience

• Education: Bachelor’s degree required; MBA or advanced degree in Life Sciences, Business, or Marketing preferred.

• Experience: Minimum of 5–7 years of experience in Commercial Excellence, Sales Operations, Sales Force Effectiveness, or Marketing within the Pharmaceutical or Life Sciences industry, sales management experience is a plus. 

• Field Exposure: Demonstrated experience working closely with Sales Teams (CFTs); understanding of the day-to-day realities of pharmaceutical sales detailing and KOL management.

B. Technical Skills

• Data Proficiency: Advanced proficiency in data analytics tools (e.g., Power BI, Tableau, or advanced Excel) and CRM platforms (e.g., Veeva, Salesforce).

• SFE Methodologies: Deep understanding of SFE levers (Territory Design, Call Planning, Targeting, Segmentation, and Incentive Compensation).

• Project Management: Proven ability to manage complex, cross-functional projects with multiple stakeholders (Global, Regional, and Local).