SFE & BUSINESS INTELLIGENCE MANAGERSales Intelligence, Visibility & Execution ControlBiocentasy | Sales Operations & Analytics | Head Office ⚕ MANDATORY THERAPEUTIC AREA EXPERIENCE ⚕Candidates must have prior hands-on experience in one or more: Nephrology │ Urology │ Gynecology Position Details Company Biocentasy (A Division of Jodhani Papers Pvt Ltd) Business Unit Branded Generics / White-Label Marketing Position Title SFE & Business Intelligence Manager Subtitle Sales Intelligence, Visibility & Execution Control Department Sales Operations & Analytics Reports To National Sales Manager + Dotted Line: Top Management / Founder Location Head Office Experience 5–8 years in SFE / Sales Analytics in Pharma Therapy Areas Nephrology │ Urology │ Gynecology (Mandatory) Role Overview The SFE & Business Intelligence Manager is the real-time intelligence engine of Biocentasy's field operations. This role is responsible for building and maintaining a 360° visibility system across all sales parameters — activity, output, and outcomes — across Nephrology, Urology, and Gynecology.The role goes beyond reporting: it must identify performance gaps the moment they emerge, understand root causes, and coordinate with Sales, HR, and Marketing to close those gaps without delay. This is a control tower function — ensuring that no deviation from target goes undetected or unaddressed.This is not a back-office analytics role. The SFE & BI Manager is the most information-critical position in the company — the eyes of the NSM and top management, in real time. Key ResponsibilitiesA. Real-Time Visibility & Scoreboard Management• Build and maintain a real-time performance scoreboard covering activity, coverage, prescription generation, and revenue — with Red/Yellow/Green status visible to NSM and top management at all times.• Own the Daily Huddle Data Pack — prepare inputs for the daily sales review meeting, including previous day's field activity, coverage status, and any red-flag territories or reps.• Publish a morning flash report by 10 AM every working day, flagging any rep, territory, or product trending below threshold before the week is lost.• Maintain a live Exception Report — a real-time list of deviations from plan: missed targets, low-activity reps, uncovered doctors, and stockist gaps. This report is reviewed daily by the NSM.• Ensure management dashboard availability and accuracy 100% of working days (scoreboard uptime).B. Gap Identification & Closure (Core Mandate)• Own the full gap-closure cycle end-to-end:– Identify the gap and quantify its revenue impact– Assign accountability to the right owner (RSM / ABM / Rep)– Track closure with a defined timeline– Escalate to NSM or top management if unresolved within 48 hours• Build and maintain a Lead vs. Lag indicator framework — lead indicators (calls made, doctors covered, RCPA done) must be tracked separately from lag indicators (prescriptions, sales) so gaps can be predicted, not just reported.• Coordinate inter-departmental gap closure — when a gap stems from a vacancy (HR), supply issue (Operations), or system failure (IT), this role is responsible for flagging and coordinating resolution, not just logging it.• Maintain territory health scorecards — each territory to receive a weekly health score combining activity, coverage, RCPA, and growth trend, enabling NSM to prioritize coaching and intervention.C. CRM, SFA & Data Systems• Design, implement, and manage CRM and SFA tools for the field force across all three therapy areas.• Define and optimize territory alignment, target-setting processes, and call planning frameworks specific to Nephrology, Urology, and Gynecology specialist segments.• Drive digital adoption among the field force — e-detailing, CLM tools, mobile apps, and reporting systems.• Liaise with IT vendors for CRM enhancements, new feature rollouts, and data integrity audits.• Monitor data completeness rate — ensure reps are entering quality data, not just logging calls.D. Analytics & Performance Intelligence• Conduct daily tracking of field productivity — calls per day, coverage percentage, RCPA data, and prescription trends across all three therapy areas.• Build and maintain MIS dashboards and field performance reports for NSM and management review.• Conduct in-depth analysis of RCPA and prescription trends; validate SFE-tracked data against secondary data sources (IQVIA / AIOCD) to maintain data trustworthiness.• Support launch readiness with targeting, segmentation, and field communication tools.• Prepare the data narrative for Monthly and Quarterly Business Reviews — all performance data to be clean, reconciled, and presentation-ready.E. Incentive, Training & Field Quality• Develop and administer incentive compensation plans (ICP) for the field force in coordination with Sales leadership — ensuring fairness, accuracy, and on-time payouts.• Design and implement field training calendars in coordination with HR and Marketing teams.• Conduct periodic field audits, mystery shopping, and accompaniment analysis to assess quality of field execution.• Identify gaps in field capability and design corrective action plans in coordination with Training and HR.• Prepare periodic SFE scorecards and benchmark against industry standards.Qualifications & Requirements• Bachelor's degree in Science or Pharmacy; MBA / M.Sc. in Analytics or Business strongly preferred.• 5–8 years of experience in SFE, sales analytics, or sales operations in the pharmaceutical industry.• Mandatory experience in at least one of the following: Nephrology, Urology, or Gynecology — with deep knowledge of therapy dynamics, KOL ecosystem, and prescription behaviour within that specialty.• Hands-on experience with CRM / SFA tools (e-detailing platforms, Veeva, or equivalent).• Strong proficiency in Excel, Power BI, or similar analytics tools.• Knowledge of pharma secondary data — IQVIA, AIOCD, or equivalent.Key Competencies & Skills Technical Competencies Behavioural Competencies • Strong data analytics and visualization– Deep understanding of specialty field-force KPIs– MIS tools, dashboards, and reporting mastery– CRM / SFA platform management– Excel, Power BI, secondary data (IQVIA / AIOCD)– Process design and project management • Action orientation — wired to close gaps, not just report them– Cross-functional coordination (Sales, HR, Ops, IT)– Communication under urgency — concise verbal briefs to NSM– High attention to detail and structured thinking– Comfort with ambiguity; ability to prioritize under pressure– Communicating complex data to non-technical stakeholders Key Performance Indicators (KPIs) KPI Target / Measurement Criteria Morning flash report Published before 10 AM, 5 days/week — measured as compliance % Exception report freshness Updated daily; tracked as % of working days current Gap identification speed Avg. time from gap emergence to escalation report — target: same day or next day Gap closure rate % of identified gaps resolved within SLA (7 days activity gaps / 30 days structural) Field-force productivity score Calls/day and coverage % across all three therapy areas — published daily CRM adoption + data quality Adoption rate AND data completeness rate (quality of entries, not just volume) Scoreboard uptime Management dashboard available and current — 100% of working days RCPA vs. secondary data accuracy Correlation of SFE-tracked RCPA with IQVIA / AIOCD — validated quarterly Target-setting accuracy Variance between set targets and actuals — reviewed quarterly Incentive payout accuracy & timeliness Zero errors; on-time disbursement per defined schedule Training completion rate % of field force completing scheduled training — tracked monthly Reporting Structure — Important Note Primary: National Sales ManagerDotted Line: Founder / Top ManagementThe dotted-line reporting to top management is intentional and non-negotiable. Since the core mandate of this role is to provide objective visibility of field performance — including the performance of the NSM's own team — a reporting line exclusively to the NSM creates a structural conflict of interest. The dotted line to the Founder ensures data integrity, objectivity, and direct access to report critical exceptions without filters. Confidential | Internal Use Only | Biocentasy — A Division of Jodhani Papers Pvt Ltd
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