Senior SFE Manager

This role within the Commercial Excellence function, based in Karachi, Pakistan, focuses on enhancing commercial effectiveness and execution discipline. Reporting to the Associate Director – Commercial Excellence, the position involves driving strategic customer segmentation, optimizing field-force productivity, managing KOL engagement, leveraging CRM analytics, and standardizing commercial processes. The successful candidate will collaborate closely with Sales, Marketing, and Medical teams to translate data-driven insights into actionable strategies that improve commercial performance and foster sustainable business growth.

Key Responsibilities

Customer Segmentation & Targeting: Lead the development and implementation of customer profiling, segmentation, and targeting frameworks to prioritize high-potential healthcare professionals, pharmacies, and institutions. Optimize customer coverage, call frequency, and territory targeting based on business potential and commercial priorities. Continuously evaluate targeting effectiveness, identify gaps, and recommend corrective actions.

Sales Force Effectiveness & Execution Discipline: Establish and monitor field execution standards such as call-plan adherence, customer coverage, call frequency, and CRM compliance. Analyze field-force productivity and territory performance to identify execution gaps and improvement opportunities. Collaborate with Sales Leadership to enforce accountability and enhance consistency in execution.

CRM Analytics & Commercial Insights: Utilize CRM, sales, and customer data to uncover performance gaps, emerging opportunities, and business drivers. Develop dashboards, scorecards, and analytical reports to support decision-making. Promote CRM adoption, ensure data quality, and drive continuous enhancement of commercial intelligence capabilities.

KOL Management & Engagement Governance: Create a consolidated framework for KOL profiling and engagement tracking based on approved Sales, Marketing, and Medical lists. Monitor planned versus actual KOL activities, engagement coverage, and execution against functional plans. Identify engagement gaps and duplication, facilitate cross-functional reviews, and ensure compliance with Medical Affairs independence and regulatory requirements.

Commercial SOPs & Process Excellence: Develop, implement, and refine commercial SOPs, operating guidelines, and governance frameworks. Standardize critical commercial processes, define performance metrics, and monitor adherence. Identify opportunities to simplify processes, automate tasks, and improve operational efficiency.

Commercial Business Partnering & Performance Improvement: Work closely with Sales and Marketing teams to diagnose business challenges and convert analytical insights into actionable improvement plans. Support go-to-market execution, territory optimization, resource allocation, and commercial transformation initiatives. Facilitate structured performance reviews, monitor corrective actions, and assess the impact of commercial excellence programs.

Required Qualifications

Bachelor’s or Master’s degree in Business Administration, Pharmacy, Life Sciences, or a related field is required, with an MBA preferred. Candidates should have 5 to 10 years of relevant experience in the pharmaceutical industry, particularly in Commercial Excellence, Sales Force Effectiveness, Sales Operations, or Commercial Analytics. Proven expertise in customer segmentation, targeting, CRM analytics, and performance management is essential. Strong analytical skills with proficiency in Excel, Power BI, and Salesforce or equivalent CRM platforms are required. A solid understanding of pharmaceutical commercial operations, field-force dynamics, and healthcare professional engagement practices is necessary.

Critical Competencies

The ideal candidate will demonstrate strong commercial acumen and strategic thinking, connecting customer insights to business outcomes. Analytical and problem-solving skills should enable root-cause analysis and actionable recommendations beyond routine reporting. Execution excellence with a results-oriented mindset and operational discipline is essential. The ability to influence stakeholders across Sales, Marketing, Medical, and senior management is critical. Experience in process and change management to institutionalize standards and sustain performance improvements is highly valued.

Additional Information

This position falls under the Sales Support & Administration job family within the EPD Established Pharma division. The work shift is standard, with travel expected approximately 15% of the time. The role involves prolonged sitting for extended periods during the workday. The base pay is location-dependent and may vary accordingly.

This opportunity offers the chance to build a data-driven, customer-focused commercial organization by transforming insights into actions, enhancing field effectiveness, improving engagement quality, and enabling sustainable business growth.