Senior SFE Manager

Based in Karachi, Pakistan, this position within the Commercial Excellence function reports directly to the Associate Director – Commercial Excellence. The role focuses on driving commercial effectiveness and execution by leveraging strategic customer segmentation, enhancing field-force productivity, governing key opinion leader (KOL) engagement, utilizing CRM-driven analytics, and standardizing commercial processes. Collaborating closely with Sales, Marketing, and Medical teams, the incumbent will translate insights into actionable strategies, strengthen execution discipline, and deliver measurable improvements in commercial performance.

Key Responsibilities

Customer Segmentation & Targeting: Lead the design 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 aligned with business potential and commercial priorities. Continuously assess targeting effectiveness, identify coverage gaps, and recommend corrective actions to maximize impact.

Sales Force Effectiveness & Execution Discipline: Define and monitor field execution standards, ensuring adherence to call plans, customer coverage, call frequency, and CRM compliance. Analyze field-force productivity and territory performance to uncover execution gaps and opportunities for improvement. Work closely with Sales Leadership to implement corrective measures, enhance accountability, and maintain consistent execution standards.

CRM Analytics & Commercial Insights: Leverage CRM, sales, and customer data to identify performance gaps, emerging opportunities, and key business drivers. Develop actionable dashboards, scorecards, and analytical reports to support informed commercial decision-making. Drive CRM adoption, maintain data quality, and continuously enhance commercial intelligence capabilities.

KOL Management & Engagement Governance: Establish a consolidated framework for KOL profiling and engagement tracking in alignment with approved Sales, Marketing, and Medical KOL 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 timely follow-up while upholding Medical Affairs independence and compliance.

Commercial SOPs & Process Excellence: Develop, implement, and refine commercial standard operating procedures (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: Collaborate with Sales and Marketing teams to diagnose business challenges and translate analytical insights into actionable improvement plans. Support go-to-market execution, territory optimization, resource deployment, and commercial transformation initiatives. Facilitate structured performance reviews, monitor corrective actions, and evaluate the impact of commercial excellence programs.

Required Qualifications

A Bachelor’s or Master’s degree in Business Administration, Pharmacy, Life Sciences, or a related discipline is required, with an MBA preferred. Candidates must 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, performance management, and cross-functional commercial projects is essential. Strong analytical skills with proficiency in Excel, Power BI, and Salesforce or equivalent CRM platforms are necessary. A solid understanding of pharmaceutical commercial operations, field-force dynamics, and healthcare professional engagement practices is also required.

Critical Competencies

The ideal candidate possesses strong commercial acumen and strategic thinking, effectively linking customer insights with execution and business outcomes. Analytical and problem-solving skills should go beyond reporting to include root-cause analysis and actionable recommendations. A results-driven mindset with execution excellence, the ability to influence stakeholders and align cross-functional teams, as well as process and change management capabilities to institutionalize standards and sustain improvements, are vital.

This role is designed to build a data-driven, customer-focused, and execution-disciplined commercial organization by transforming insights into actions, enhancing field effectiveness, improving engagement quality, and enabling sustainable business growth.