Title:  Associate Manager, Salesforce Effectiveness

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We're seeking passionate individuals who thrive in dynamic environments, embrace new ideas and aren't afraid to take intelligent risks. People who act with unwavering integrity and are deeply committed to making a tangible impact.

Working Environment and Location

• This position is onsite in India and will require on-site work   
• At Astellas we recognize the importance of work/life balance, and we are proud to offer a hybrid working solution allowing time to connect with colleagues at the office with the flexibility to also work from home. We believe this will optimize the most productive work environment for all employees to succeed and deliver. Hybrid work from certain locations may be permitted in accordance with Astellas’ Responsible Flexibility Guidelines.

Working Hours

Purpose and Scope

To enable data-driven decision making and enhance field force productivity through effective analytics, performance management, and SFE initiatives. The role supports the business units by developing insightful dashboards, managing incentive programs, and driving segmentation, targeting, and performance tracking frameworks. It ensures accurate and timely sales analytics, KPI monitoring, and reporting to support business reviews and strategic planning. The position collaborates closely with Sales, Marketing, and other cross-functional teams to strengthen execution excellence and operational efficiency. Additionally, the role supports implementation of global and regional SFE initiatives and drives continuous improvement in sales processes, tools, and data utilization.

Role and Responsibilities

• Develop and maintain sales performance dashboards and SFE analytics reports, generating actionable insights to support business decision-making.
• Support monthly and quarterly business reviews through preparation of performance analyses, insights, and standardized review templates.
• Design and manage sales incentive programs, including annual incentive plan preparation, quarterly incentive provisioning, and final incentive calculations.
• Lead preparation and communication of annual and quarterly sales targets and track performance against targets.
• Drive HCP/HCO profiling, segmentation, and targeting exercises to optimize field force focus and customer prioritization.
• Support territory alignment and territory workload analysis to ensure effective field force deployment and coverage.
• Monitor and enhance CRM effectiveness, including adoption, compliance, and quality of field activity capture.
• Analyze field force productivity and call planning effectiveness, including coverage, frequency, and activity metrics.
• Ensure data governance and quality of sales and customer databases and develop new dashboards and reports as per business needs.
• Coordinate with external vendors for maintenance and enhancement of dashboards, analytics platforms, and data solutions.
• Drive SFE KPI reviews with business stakeholders and support implementation of global and regional SFE initiatives.
• Conduct SFE training for new joiners, collaborate with the field through periodic joint working, and provide analytics support for key business initiatives including product launches.

Continue:Role and Responsibilities

Essential Qualifications

• Bachelor’s degree in Pharmaceutical Sciences, Pharmacy, Life Sciences, Business, Statistics, or a related discipline.
• MBA in Healthcare Management, Pharmaceutical Management, or General Management will be an added advantage

Preferred Qualifications

Work Experience

• 6–7 years of total professional experience, with minimum 3–4 years of relevant experience in Sales Force Effectiveness, sales analytics, or commercial excellence within the pharmaceutical industry.
• Experience in sales performance analytics, incentive management, segmentation & targeting, and CRM based reporting will be preferred.
• Exposure to sales dashboards, business intelligence tools, and field force performance tracking will be an added advantage.

Skills & Competencies

• Strong proficiency in Microsoft Excel and PowerPoint for data analysis, reporting, and business presentations.
• Familiarity with business intelligence and data visualization tools such as Power BI, Tableau, Qlik Sense, MicroStrategy, or similar platforms.
• Familiarity with CRM systems such as Veeva CRM or equivalent platforms used for sales activity tracking and analytics.
• Strong analytical and problem-solving skills with the ability to translate data into meaningful business insights.
• Effective communication and presentation skills with the ability to present insights clearly to business stakeholders.
• Ability to collaborate effectively with cross-functional teams and build strong working relationships across the organization.
• Strong planning and execution capabilities, with the ability to manage multiple priorities and meet deadlines.
• Proactive, detail-oriented, and results-driven mindset with a strong sense of ownership.
• Growth mindset with curiosity and willingness to learn, adapting to the evolving landscape of Salesforce Effectiveness and analytics within the industry.

Benefits

Careers | Astellas

Salary Range

Why Astellas

• We're seeking passionate individuals who thrive in dynamic environments, embrace new ideas and aren't afraid to take intelligent risks. 
• People who act with unwavering integrity and are deeply committed to making a tangible impact. 

Learn more at Astellas.com

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Skills and Capabilities