Manager SFE (Sales Force Excellence)

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.

Job Summary
We are looking for an individual to achieve greater alignment in enabling processes, design and implement systems, and drive new projects/modules to support SFE. The role involves orienting senior management on SFE initiatives and participating in the development of sales excellence training modules for the Field Force in Emerging Markets, aiming to provide Dr. Reddy's a competitive edge in achieving business goals for Global Generics - Emerging Markets through effective SFE.

Roles & Responsibilities
• You will be responsible for supporting the SFE Head and in-country SFE in Process design, Process Excellence and capability development of the Field Force in emerging markets for sales excellence. This includes collaborating with external agencies to create a framework for sales excellence capability building. You will deploy this framework through an academy approach to ensure effective rollout, enhancing the sales capability of the Field Force for better outcomes. Additionally, you will map the SFE journey for the sales process in individual emerging markets and identify initiatives to drive representative productivity in those markets.
• You will collaborate with local SFE Leads in the cluster to deliver Segmentation and Targeting of all stakeholders across various channels, including face-to-face, remote access, and digital activities.
• You will present insights from data generated by Sales Force Automation (SFA  ) systems to the Marketing Center of Excellence (CoE) and raise awareness among product marketing teams in countries. Your role involves explaining how the system can aid in business decision-making related to sales plans, promotional strategies, launch plans, identification of new products, target customer identification, measurement of sales performance, etc.
• You will conduct periodic reviews and follow-ups to assess the utilization of SFA systems and their different features, seeking guidance and support from Sales Leaders to ensure business buy-in when required.
• You will be responsible for training the field, including Medical Representatives (MRs), Regional Managers (RMs  ), and Channel Heads on any new sales force system or process that is implemented. This involves reviewing training materials, ensuring the development of a training plan, identifying trainers, scheduling training sessions, and ensuring timely execution.
• Additionally, you will collaborate with cross-functional teams, the Marketing CoE, and local SFE leads in emerging markets to develop, drive, and implement the SFE plan across Emerging Markets, customizing it to the individual needs of each market.
• You will support the department head in recruiting team members in collaboration with HR, conduct goal setting sessions and performance appraisals, coach employees, participate in recruitment and induction processes, identify training needs based on future plans and business requirements, provide training on specific capabilities and products to the team, and recommend retention plans.
• Additionally, you will support the Emerging Market set up associated with product launches and geographic expansion, ensuring the correct salesforce sizes for the country portfolio.

Educational qualification: A Graduate in quantitative areas (Engineering, Mathematics, Finance, etc.) or Pharmacy; MBA is an advantage

Minimum work experience: 7 to 9 years of experience in Pharmaceutical or related domains, with significant hands-on sales data and analysis expertise; experience in sales and line management is beneficial

Skills & attributes:

Technical Skills
• Understanding of strategic issues and key business elements that drive the Pharmaceutical industry.
• Knowledge of Sales Systems and Processes, and an in-depth understanding of the Pharmaceutical and Life Sciences Industry, and Ecological Systems.
• In-depth knowledge of Analytics, and the Sales Force Effectiveness Drivers.
• Excellent presentation skills, and ability to plan and implement training.

Behavioural Skills
• Ability to drive sales force to achieve objectives.
• Takes initiative and anticipates challenges, addressing them proactively.
• Effective networking skills, building and maintaining professional connections.
• Ability to effectively manage and lead teams.
• Excellent change management skills and adapts effectively to evolving circumstances.
• A strategic orientation, aligning actions with overarching organizational goals.

About the Department
Emerging Markets
Branded generics is one of our biggest businesses in Emerging market and our branded products are available 48 countries across 5 regions. Our key markets are Russia, China and Brazil. We also have presence in Latin America, Africa, Australia, New Zealand, ASEAN (Association of Southeast Asian Nations), CIS and Romania. We have added 13 new geographies in the last 5 years.
In the last 4 years, our emerging markets business’ growth rate has grown manifold. Our diverse portfolio spans all segments. We are continuously advancing technologies, enhancing efficiency of operations and increasing our portfolio of highest-quality quality products.
With nearly 40 products and 6 mega brands, Russia is a key market. With more than 30 years of operations in the region. This was driven by improved existing business performance, launch of new products during the year along with divestment of some non-core brands. 6 key products were ranked among the top 200 bestselling formulation brands, as per IQVIA. 5 of our leading products were voted as the ’Product of the Year’ by the consumers – reaffirming the trust that the people of Russia have in them.
We are among the earliest Indian pharma companies to have a business presence in China. We have a representative office that focuses on filings and approvals, including the Group Purchasing Organisation (GPO). Our joint venture entity offers a portfolio of niche and essential products, strengthening our presence in China.
In Latin America we have a strong presence in Brazil and Colombia. In just a little over five years in Brazil, our team has established itself in the region with our diverse portfolio. Our primary focus in Brazil is oncology and institutional. Our team in Colombia was certified as a ‘Great Place to Work’.
Through our comprehensive COVID-19 portfolio, we were able to reach over 5 million patients in low and middle-income countries. With the aim of reaching more and more patients around the world, we are harnessing our deep science capabilities to create a robust portfolio in the region to become the partner of choice.
Our teams in China, Brazil, Colombia and Thailand, Malaysia are a certified great place to work. These recognitions reaffirm our commitment and efforts to bring science, technology and innovation together to offer affordable medicines and solutions beyond the pill to patients in the region.
As the need, scope and standards of healthcare evolve, we keep track of emerging needs to contribute to patient welfare. After all, Good Health Can’t Wait.

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/#!/