Senior SFE Manager

JOB DESCRIPTION: Function: Commercial Excellence Location: Karachi, Pakistan Reports to: Associate Director – Commercial Excellence Position Purpose To drive commercial effectiveness and execution excellence through strategic customer segmentation and targeting, field-force productivity, KOL engagement governance, CRM-driven analytics, and standardized commercial processes. The role will partner closely with Sales, Marketing, and Medical teams to translate insights into actionable interventions, strengthen execution discipline, and deliver measurable improvements in commercial performance. Key Responsibilities 1. Customer Segmentation & Targeting • Lead customer profiling, segmentation, and targeting frameworks to ensure effective prioritization of high-potential healthcare professionals, Pharmacies and Institutions • Optimize customer coverage, call frequency, and territory targeting based on business potential, customer insights, and commercial priorities. • Continuously assess targeting effectiveness, identify coverage gaps, and recommend corrective interventions. 2. 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, territory performance, and execution gaps to identify opportunities for improvement. • Partner with Sales Leadership to drive corrective actions, strengthen accountability, and improve execution consistency. 3. CRM Analytics & Commercial Insights • Leverage CRM, sales, and customer data to identify performance gaps, emerging opportunities, and underlying business drivers. • Develop actionable dashboards, performance scorecards, and analytical insights to support commercial decision-making. • Drive CRM adoption, data quality, reporting effectiveness, and continuous improvement of commercial intelligence capabilities. 4. KOL Management & Engagement Governance • Establish a consolidated KOL profiling and engagement tracking framework based on approved Sales, Marketing, and Medical KOL lists. • Monitor planned versus actual KOL activities, engagement coverage, frequency, and execution against functional plans. • Identify engagement gaps and duplication, facilitate cross-functional reviews, and drive timely follow-up while maintaining Medical Affairs independence and compliance requirements. 5. Commercial SOPs & Process Excellence • Develop, implement, and continuously improve commercial SOPs, operating guidelines, and execution governance frameworks. • Standardize critical commercial processes, define performance metrics, and monitor adherence to established standards. • Identify opportunities for process simplification, automation, and operational efficiency. 6. 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 business impact of commercial excellence initiatives. Key Performance Indicators • Customer profiling quality, target coverage, and segmentation effectiveness. • Call-plan adherence, execution discipline, and field-force productivity. • CRM adoption, data accuracy, and effectiveness of commercial insights. • KOL engagement plan execution, activity coverage, and tracking compliance. • SOP implementation, process adherence, and operational improvements. • Timely closure of identified execution gaps and measurable impact of improvement initiatives. Qualifi