Head - Sales Force Excellence - EM

Dr. Reddy’s Laboratories Ltd. is a leading multinational pharmaceutical company based across global locations. Each of our 24,000 plus employees comes to work every day for one collective purpose: to accelerate access to affordable and innovative medicines because Good Health Can’t Wait.
We started in 1984 with a modest investment, 20 employees and a bold vision. Today, we have research and development centres, manufacturing facilities or a commercial presence in 66 countries. 
For nearly four decades, we have stood for access, affordability and innovation based on the bedrock of deep science, progressive people practices and robust corporate governance. As the pharmaceutical industry evolves and undergoes disruption, we see an opportunity – to strengthen our core further (the next steps) and to build the future (the new bets).
‘The Next and the New’ is how we aim to continue to be the partner of choice – purpose-driven, future-ready and sustainable.  Our aim is to reach over 1.5 Bn+ patients across the world by 2030 by growing our core businesses and building for the future with sustainability at the core of our purpose and strategy. Sustainability for us means operating in a manner that respects people, planet and purpose – helping us conserve precious resources, serve our patients, create value for stakeholders, give back to society, fulfil our potential and maintain our integrity and transparency
Dr Reddy’s maintains a work environment, free from discrimination and is an equal opportunity employer. We are committed to employ & nurture all qualified diverse workforce without regard to race, colour religion, nationality, sex, age, disability status, genetics, sexual orientation, gender expression, citizenship or any other characteristic or classification protected by applicable law(s) of the country we operate in. We treasure every talent, and recognize merit and diversity in our organization.

Role type:  Managerial Role with direct reporting of 3 SFE Managers and dotted line reporting of respective country SFE managers

Industry: Pharmaceuticals / Life Sciences
 

Experience Required: 12+ years in pharmaceutical SFE consulting with global exposure

Role Summary:

We are seeking a highly experienced and strategic leader to spearhead our Sales Force Excellence (SFE) function. This role is pivotal in transforming our commercial operations through the design, implementation, and continuous improvement of best-in-class SFE processes. The ideal candidate will have deep consulting experience with top pharmaceutical clients globally, and a proven ability to drive measurable impact through data-driven, scalable, and sustainable SFE strategies.

Key Responsibilities:

1. Strategic SFE Process Design & Governance

• Lead the end-to-end design of SFE processes across the commercial lifecycle from customer segmentation to performance management.
• Establish regional standards and governance frameworks for SFE initiatives, ensuring alignment with business strategy and local market needs.
• Develop and institutionalize best in class SFE frameworks to ensure robust implementation and sustainability of sales initiatives.

2. Sales Force Design & Territory Optimization

• Drive sales organization design including role definitions, span of control, and field force sizing.
• Lead territory design and optimization using advanced analytics and geospatial modelling to maximize coverage and efficiency. Implement Granular Effective Planning (GEP) to enable customer-level planning and resource allocation.

3. Customer Targeting & Call Planning

• Oversee data driven call planning and customer segmentation strategies tailored to therapeutic areas and market archetypes.
• Define and refine targeting models based on prescribing behaviour, potential, and influence mapping.
• Integrate account-based planning for institutional markets with multi-stakeholder engagement strategies

5. Commercial Capability Enablement at Scale

• Establish a capability excellence framework that defines the core skills, behaviours, and customer engagement standards required for field teams across Emerging Markets.
• Build practical, scalable learning programs that include role-based onboarding, skill-building modules, simulations, job aids etc. and deployment at scale.
• Partner with country SFE / P&L leaders to ensure capability programs are adopted effectively while being adaptable to local market realities.
• Strengthen frontline manager capability by driving consistent improvement through feedback and follow up loops to create impact on field force performance.

6. Data, Analytics & Technology Integration

• Partner with Sales Ops and DPEx teams to build robust data infrastructure, reporting systems, and analytics capabilities.
• Ensure seamless integration of CRM, reporting platforms, and AI/ML models into SFE workflows.

7. Consulting & Change Management Expertise

• Bring a consulting mindset to problem-solving, stakeholder engagement, and solution design. Lead cross-functional workshops, diagnostics, and maturity assessments to identify SFE improvement opportunities.
• Drive change management and adoption strategies to embed new processes and tools across global markets.

• Minimum 12 + years of experience in top-tier consulting firms or internal consulting roles focused on pharmaceutical SFE.
• Demonstrated success in leading global SFE transformation programs across multiple geographies.
• Deep understanding of pharma commercial models, therapeutic area dynamics, and healthcare systems.
• Strong command of CRM systems (e.g., Veeva, Salesforce), analytics platforms (e.g., Tableau, Power BI), and data science tools.
• Advanced degree in Statistics, Business, Life Sciences, or Engineering and MBA

Benefits Offered
At Dr. Reddy’s we actively help to catalyse your career growth and professional development through personalised learning programs.
The benefits you will enjoy at Dr. Reddy’s are on par with the best industry standards. They include, among other things and other essential equipment, joining & relocation support, family support (Maternity & Paternity benefits), learning and development opportunities, medical coverage for yourself and your family, life coverage for yourself.

Our Work Culture
Ask any employee at Dr. Reddy’s why they come to work every day and they’ll say, because Good Health Can’t Wait. This is our credo as well as the guiding principle behind all our actions. We see healthcare solutions not only as scientific formulations, but as a means to help patients lead healthier lives, and we’re always attuned to the new and the next to empower people to stay fit. And to do this, we foster a culture of empathy and dynamism. People are at the core of our journey over the last few decades. They have been supported by an enabling environment that buoys individual ability while fostering teamwork and shared success. We believe that when people with diverse skills are bound together by a common purpose and value system, they can make magic.
For more details, please visit our career website at https://careers.drreddys.com/#!/