SFE Business Partner

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 seeking an experienced and dynamic Analytics professional to lead and implement key Sales Force Excellence (SFE) processes across the organization. The role focuses on optimizing field efforts, strengthening sales performance, driving strategic customer engagement, supporting performance management, and overseeing critical sales‑enablement systems. You will work closely with Finance, HR, Strategy, Analytics CoE, Marketing Excellence, and Training teams to ensure seamless and effective business operations.

Roles & Responsibilities
You will be responsible for supporting the SFE Head and in-country SFE Business Partners (BPs) in the capability development of the Field Force in India markets for sales excellence. You will own the analytics backbone for Sales Force Effectiveness (SFE)—designing diagnostic frameworks, predictive models, and decision‑support tools that elevate segmentation & targeting, optimize territory deployment, enhance CRM‑led engagement, and strengthen incentive design. Your analytical solutions will translate into measurable commercial outcomes for India.
Key Responsibilities:

1. Business Performance & SFE Analytics

• Own core SFE performance metrics (coverage, frequency, productivity, call quality, prescription uplift, market share, etc.) and provide timely visibility to leadership across BU, zone, region, and territory levels.
• Build, maintain, and enhance dashboards/MIS to track field performance, brand performance, and key commercial KPIs.
• Conduct deep‑dive diagnostics on under/over‑performance to identify drivers and recommend corrective actions for Sales, Marketing, and Field Leadership.
• Deliver advanced SFE diagnostics to identify performance gaps, uplift opportunities, and guide decision‑making across brands, geographies, and customer segments.
• Perform diagnostics on coverage, frequency, call quality, brand movement, and territory health to surface actionable improvement levers.

1. SFE Design – Segmentation, Targeting, Territory & Incentives –

• Design and continuously refine doctor segmentation, targeting, and potential‑based coverage strategies to improve focus and engagement quality.
• Support territory design, alignment, beat planning, and deployment modelling to optimize reach, frequency, and field productivity across regions.
• Contribute to incentive plan design (metrics, weightages, thresholds, caps, qualifiers) and track effectiveness, fairness, and behavioural alignment.
• Use analytics to identify capability gaps, structural issues, and process bottlenecks, and recommend targeted improvement initiatives.
• Design and optimize incentive plans through simulations, fairness checks, behavioural modelling, and governance frameworks that reinforce desired field behaviours and commercial priorities

1. Advanced Analytics & ML (Python / Other Languages)

• Build machine‑learning and advanced analytics models using Python, R, and SQL (e.g., prescription uplift, churn/retention, potential estimation, next‑best‑action) tailored to India market dynamics.
• Perform data preprocessing, feature engineering, and model training/validation to ensure robust, scalable, and production‑ready analytical solutions.
• Integrate model outputs into business‑friendly tools—dashboards, targeting lists, opportunity flags—enabling seamless consumption by Sales, Marketing, and Leadership teams.
• Continuously monitor model performance, recalibrate as needed, and document assumptions, methods, and limitations in clear, business‑aligned language.

1. Drive Process‑Centric Customer Engagement

• Applying strategic segmentation and targeted engagement to maximize reach, frequency, and impact
• Continuously monitoring and refining engagement strategies using data, field insights, and market signals
• Enhancing CRM‑driven customer engagement through next‑best actions, omnichannel insights, and doctor‑forward execution to elevate interaction quality and outcomes
• Support omnichannel and digital engagement initiatives by delivering insights on channel mix, reach, frequency, and engagement effectiveness.

1. Deliver SFE Diagnostics & Incremental Use Cases

• Deliver advanced SFE diagnostics to identify performance drivers, gaps, uplift opportunities, and guide decision‑making across brands, territories, and customer segments.
• Conduct deep diagnostics on coverage, frequency, call quality, brand movement, and territory health to surface actionable improvement levers.
• Support segmentation & targeting, potential estimation, and micro‑market opportunity identification to sharpen field focus and resource allocation.
• Build analytical models for territory optimization, deployment modelling, and productivity‑enhancing frameworks.
• Track post‑implementation impact of SFE initiatives and institutionalize learnings into playbooks and standard ways of working

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

Minimum work experience: 3 to 6+ 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.
• Advanced Modelling & Machine Learning: LMs, tree‑based models (XGBoost, LightGBM), uplift modelling, churn/retention models, Time‑series forecasting, optimisation models, predictive scoring, next‑best‑action modelling.
• Causal Inference & Experimentation: A/B testing, propensity scoring, matched control frameworks, Difference‑in‑Differences (DiD).
• Engineering & Analytics Tools: Python, R, SQL for data preprocessing, feature engineering, model training/validation, and deployment into business workflows.
• Strong command of Excel (advanced formulas, pivots, macros), and PowerPoint for presentations. Hands‑on with Power BI / Tableau for dashboards, analytics automation, and self‑service insights.
• Prior experience in Field force sizing and structuring, Field goal/target setting, HCP segmentation & targeting, Incentive design and operations, and CRM analytics will be an added advantage.
• 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.
• Strong collaborative mindset, with the ability to work effectively across Dpex, Sales, Marketing, Finance, HR, IT, and other cross‑functional teams.
• 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.