Lead, Commercial Analytics & Sales Force Excellence (Generics)
Dr. Reddy's Laboratories, Princeton, NJ, United States
Job Description
Lead, Commercial Analytics & Sales Force Excellence (SFE)
is the enterprise point‑person for transforming data into commercial impact across the
Generics
portfolio. This leader owns demand and price analytics, customer/account insights, and
SFE programs
– including
target setting, incentive design & governance, territory alignment, account planning, and call planning . The role partners closely with Sales, Trade/Channel, Pricing, Supply Chain, Finance, and Compliance to maximize
revenue, gross margin, service levels , and
salesforce productivity .
Responsibilities 1) Sales Force Excellence (≈50%)
Territory & coverage design:
optimize territories by volume/potential, white‑space analysis, equitable workload, and travel efficiency.
Call planning:
establish reach/frequency standards by account tier; deploy dynamic call plans aligned to product focus, supply position, and customer potential.
Target setting:
define top‑down/bottom‑up methods, seasonality, pipeline factor, and supply‑aware overlays; ensure targets are
attainable, equitable, and aligned to financial goals .
Incentive compensation (IC) design & governance:
create balanced scorecards (e.g., net sales, gross margin, new product uptake, call activity/quality); run payout modeling, guardrails, and budget controls; publish IC policies and quarterly true‑ups.
Account planning:
standardize account plans (GPO/wholesaler/IDN/chain) with share‑of‑wallet goals, contracting levers, service KPIs, and cross‑functional action plans.
CRM excellence:
drive adoption and data hygiene in
Salesforce/Veeva , define pipelines/stages, activity standards, and coaching insights for front‑line leaders.
Lead training and change management for new SFE programs and analytics tools.
2) Commercial & Pricing Analytics (≈40%)
Build and maintain
SKU‑level forecasts
(launch, steady‑state, LOE/erosion curves) incorporating competition, channel mix, service levels/fill rates, GPO and wholesaler dynamics, and supply constraints.
Lead
price and margin analytics : WAC vs. net, chargebacks, rebates, admin fees, and pocket‑price waterfalls; partner with Pricing to recommend actions by product/customer segment.
Develop
customer and market insights : segmentation & potential (wholesalers, GPOs, chains, IDNs, hospitals), share tracking, pipeline impact, and
competitive event
scenarios.
Own commercial dashboards and KPI suites (revenue, GM, DOH, service level, forecast MAPE, opportunity pipeline) in
Power BI/Tableau ; automate “insight to action” workflows.
Drive analytics for
contracting strategies
(GPO/wholesale agreements), new product
launch readiness , and “limited‑competition” opportunities.
3) Leadership, Governance & Compliance (≈10%)
Build and mentor a high‑performing team; manage vendors/contractors effectively.
Establish operating rhythms: QBRs, forecast councils, IC design committees, and SFE working groups.
Ensure compliance with
data privacy
(e.g., HIPAA/GDPR as applicable) and relevant
industry codes ; partner with Legal/Compliance on IC policy and field conduct standards.
Qualifications Educational qualification Required Bachelor’s degree in a quantitative or business field (e.g., Statistics, Economics, Engineering, Analytics, Finance, Pharmacy). Preferred Master’s degree (MBA, MS Analytics/Statistics/Operations Research).
Minimum work experience 8–12+ years of commercial analytics/SFE experience, including 3+ years leading teams or cross‑functional programs.
Skills & attributes
Pharmaceuticals experience required; Generics strongly preferred
(wholesaler/GPO channels, chargebacks/rebates, net price dynamics, erosion curves)
Advanced proficiency with
SQL
and
one analytics language
(Python or R); expert in
Excel
and
Power BI/Tableau
Hands‑on with
CRM (Salesforce/Veeva) , territory alignment tools, IC modeling, and forecast accuracy improvement
Strong stakeholder management with Sales, Pricing, Supply Chain, and Finance
Experience with advanced forecasting/optimization (time‑series, mixed‑integer programming for territory design)
Familiarity with
IQVIA/Symphony Health
datasets, wholesaler data, chargeback files, and GPO contract analytics
Demonstrated success launching SFE programs at scale in
Generics
(multi‑SKU portfolios, frequent competitive entries, supply‑aware selling)
Core competencies
Commercial acumen:
understands net price drivers, contract economics, service levels, and supply realities unique to Generics
Analytical rigor:
translates complex data into clear decisions; tests hypotheses and quantifies impact
Program design & Governance:
creates simple, fair, and motivating IC plans; robust target‑setting; transparent policies
Change leadership:
drives adoption of CRM and SFE processes; excellent communication and training skills
Collaboration:
influences across Sales, Product Management, Pricing, Finance, Supply, DPEx and HR
Additional Information Must be a U.S. citizen or lawful permanent resident of the U.S. or otherwise authorized to work here without requiring visa transfer or sponsorship, now or in the future.
Incumbent should be willing to work in person from our Princeton, NJ office.
Equal Opportunity Employer An Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against based on disability.
#J-18808-Ljbffr
is the enterprise point‑person for transforming data into commercial impact across the
Generics
portfolio. This leader owns demand and price analytics, customer/account insights, and
SFE programs
– including
target setting, incentive design & governance, territory alignment, account planning, and call planning . The role partners closely with Sales, Trade/Channel, Pricing, Supply Chain, Finance, and Compliance to maximize
revenue, gross margin, service levels , and
salesforce productivity .
Responsibilities 1) Sales Force Excellence (≈50%)
Territory & coverage design:
optimize territories by volume/potential, white‑space analysis, equitable workload, and travel efficiency.
Call planning:
establish reach/frequency standards by account tier; deploy dynamic call plans aligned to product focus, supply position, and customer potential.
Target setting:
define top‑down/bottom‑up methods, seasonality, pipeline factor, and supply‑aware overlays; ensure targets are
attainable, equitable, and aligned to financial goals .
Incentive compensation (IC) design & governance:
create balanced scorecards (e.g., net sales, gross margin, new product uptake, call activity/quality); run payout modeling, guardrails, and budget controls; publish IC policies and quarterly true‑ups.
Account planning:
standardize account plans (GPO/wholesaler/IDN/chain) with share‑of‑wallet goals, contracting levers, service KPIs, and cross‑functional action plans.
CRM excellence:
drive adoption and data hygiene in
Salesforce/Veeva , define pipelines/stages, activity standards, and coaching insights for front‑line leaders.
Lead training and change management for new SFE programs and analytics tools.
2) Commercial & Pricing Analytics (≈40%)
Build and maintain
SKU‑level forecasts
(launch, steady‑state, LOE/erosion curves) incorporating competition, channel mix, service levels/fill rates, GPO and wholesaler dynamics, and supply constraints.
Lead
price and margin analytics : WAC vs. net, chargebacks, rebates, admin fees, and pocket‑price waterfalls; partner with Pricing to recommend actions by product/customer segment.
Develop
customer and market insights : segmentation & potential (wholesalers, GPOs, chains, IDNs, hospitals), share tracking, pipeline impact, and
competitive event
scenarios.
Own commercial dashboards and KPI suites (revenue, GM, DOH, service level, forecast MAPE, opportunity pipeline) in
Power BI/Tableau ; automate “insight to action” workflows.
Drive analytics for
contracting strategies
(GPO/wholesale agreements), new product
launch readiness , and “limited‑competition” opportunities.
3) Leadership, Governance & Compliance (≈10%)
Build and mentor a high‑performing team; manage vendors/contractors effectively.
Establish operating rhythms: QBRs, forecast councils, IC design committees, and SFE working groups.
Ensure compliance with
data privacy
(e.g., HIPAA/GDPR as applicable) and relevant
industry codes ; partner with Legal/Compliance on IC policy and field conduct standards.
Qualifications Educational qualification Required Bachelor’s degree in a quantitative or business field (e.g., Statistics, Economics, Engineering, Analytics, Finance, Pharmacy). Preferred Master’s degree (MBA, MS Analytics/Statistics/Operations Research).
Minimum work experience 8–12+ years of commercial analytics/SFE experience, including 3+ years leading teams or cross‑functional programs.
Skills & attributes
Pharmaceuticals experience required; Generics strongly preferred
(wholesaler/GPO channels, chargebacks/rebates, net price dynamics, erosion curves)
Advanced proficiency with
SQL
and
one analytics language
(Python or R); expert in
Excel
and
Power BI/Tableau
Hands‑on with
CRM (Salesforce/Veeva) , territory alignment tools, IC modeling, and forecast accuracy improvement
Strong stakeholder management with Sales, Pricing, Supply Chain, and Finance
Experience with advanced forecasting/optimization (time‑series, mixed‑integer programming for territory design)
Familiarity with
IQVIA/Symphony Health
datasets, wholesaler data, chargeback files, and GPO contract analytics
Demonstrated success launching SFE programs at scale in
Generics
(multi‑SKU portfolios, frequent competitive entries, supply‑aware selling)
Core competencies
Commercial acumen:
understands net price drivers, contract economics, service levels, and supply realities unique to Generics
Analytical rigor:
translates complex data into clear decisions; tests hypotheses and quantifies impact
Program design & Governance:
creates simple, fair, and motivating IC plans; robust target‑setting; transparent policies
Change leadership:
drives adoption of CRM and SFE processes; excellent communication and training skills
Collaboration:
influences across Sales, Product Management, Pricing, Finance, Supply, DPEx and HR
Additional Information Must be a U.S. citizen or lawful permanent resident of the U.S. or otherwise authorized to work here without requiring visa transfer or sponsorship, now or in the future.
Incumbent should be willing to work in person from our Princeton, NJ office.
Equal Opportunity Employer An Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against based on disability.
#J-18808-Ljbffr