Senior SFE Manager

This role within the Commercial Excellence function is based in Karachi, Pakistan, and reports to the Associate Director – Commercial Excellence. The primary objective is to enhance commercial effectiveness and execution by driving strategic customer segmentation, optimizing field-force productivity, managing KOL engagement, leveraging CRM analytics, and standardizing commercial processes. The position requires close collaboration with Sales, Marketing, and Medical teams to convert insights into actionable strategies, improve execution discipline, and achieve measurable commercial performance improvements.

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 coverage gaps, and recommend corrective measures.

Sales Force Effectiveness & Execution Discipline: Establish and monitor field execution standards, including 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 implement corrective actions, enhance accountability, and ensure consistent 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 insights to support commercial decision-making. Promote CRM adoption, ensure data quality, and enhance reporting effectiveness to strengthen commercial intelligence capabilities.

KOL Management & Engagement Governance: Create a consolidated KOL profiling and engagement tracking framework aligned 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 maintaining Medical Affairs independence and compliance.

Commercial SOPs & Process Excellence: Develop, implement, and continuously improve commercial SOPs, operating guidelines, and governance frameworks. Standardize critical commercial processes, define performance metrics, and monitor adherence. Identify opportunities for process simplification, automation, and operational efficiency.

Commercial Business Partnering & Performance Improvement: Work closely 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 allocation, and commercial transformation initiatives. Facilitate structured performance reviews, monitor corrective actions, and assess the impact of commercial excellence efforts.

Required Qualifications

Bachelor’s or Master’s degree in Business Administration, Pharmacy, Life Sciences, or a related field; an MBA is 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, performance management, and cross-functional commercial initiatives 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 is necessary.

Critical Competencies

Strong commercial acumen and strategic thinking to link customer insights with business outcomes. Advanced analytical and problem-solving abilities to move beyond data reporting toward root-cause analysis and actionable recommendations. Demonstrated execution excellence with ownership, operational discipline, and results orientation. Effective stakeholder influence skills to align and drive action across Sales, Marketing, Medical, and senior management. Expertise in process and change management to institutionalize standards, improve workflows, and sustain performance improvements.

Expected Outcome

The successful candidate will contribute to building a data-driven, customer-focused, and execution-disciplined commercial organization. This will be achieved by transforming insights into actions, enhancing field effectiveness, improving engagement quality, and enabling sustainable business growth.

The role involves standard work shifts with approximately 15% travel. Prolonged sitting for more than two consecutive hours during an eight-hour workday is expected. This position falls under the Sales Support & Administration job family within the EPD Established Pharma division.