Director - Commercial Operations

Job Title
Director, Sales Operations & Analytics

Business Unit
Commercial Operations team

Job Grade
G7 (General Manager)

Location :
Sun House, Mumbai (Hybrid role)

At Sun Pharma, we commit to helping you
"Create your own sunshine"
— by fostering an environment where you grow at every step, take charge of your journey and thrive in a supportive community.

Are You Ready to Create Your Own Sunshine?
As you enter the Sun Pharma world, you'll find yourself becoming 'Better every day' through continuous progress. Exhibit self-drive as you 'Take charge' and lead with confidence. Additionally, demonstrate a collaborative spirit, knowing that we 'Thrive together' and support each other's journeys."

Job Summary
Reporting to the Head of Commercial Operations, the Director of Sales Operations & Analytics leads a team focused on the strategic imperatives and tactical execution of Sales Force Effectiveness, Incentive Compensation & Insightful Reporting and Sales Analytics. This is a hybrid role based in Mumbai, India, requiring in-office presence three days per week.

Key Responsibilities
Essential Job Functions:

• Sales Force Effectiveness
• Lead the Sales Force Effectiveness Practice; provide subject matter expertise in segmentation and targeting. Guide sales force size and structure recommendations. Oversee call planning
• Supports Head of Commercial Operations; works cross-functionally with Sales, Sales Training, Analytics, Marketing and Compliance.
• With the support of the team, creates and manages a streamlined operations plan to integrate and leverage our sales and marketing operation systems while minimizing costs to the organization.
• Facilitates/drives internal discussions with IT partners to build or streamline systems as necessary.
• Responsible for sales teams roster management, on-boarding and termination process
• Other Ad hoc requests related to supporting sales force effectiveness efforts
• Sales Analytics and Incentive Compensation & Insightful Reporting
• Lead the sales Incentive Compensation (IC) practice, including plan design, documentation, and administration & reporting
• Ensure the highest quality of IC calculations and timely plan rollouts and payouts
• Support IC Committee meetings
• Provide relevant analytics and strategic insights to support customer segmentation, sales force effectiveness, and targeting
• Support sales reporting platform to ensure the highest quality of data insights are provided to customer facing teams
• Assist with data ecosystem and associated commercial data requirements
• Brand Forecasting & Business Insights
• Support brand teams in refining forecasting models by integrating patient-level insights and market trends.
• Provide analytical support for demand planning, competitive intelligence, and promotional impact assessments.
• Conduct scenario analysis and sensitivity modeling to assess potential risks and opportunities.
• Work with marketing teams to evaluate campaign effectiveness and optimize promotional efforts.
• Assess the impact of pricing, reimbursement, and formulary changes on brand performance.
• Develop and maintain tracking tools to monitor market share and sales performance relative to competitors.
• Advanced Analytics & Reporting
• Ensure data accuracy, consistency, and accessibility through rigorous validation and quality control measures.
• Establish and maintain KPIs and performance benchmarks for sales and commercial teams.
• Improve reporting efficiency by implementing best practices in data visualization and storytelling.
• Partner with IT and Data Engineering teams to refine data pipelines and analytics infrastructure.
• Team Leadership & Offshore Management
• Manage and mentor a team of 8-10 managers and analysts, ensuring high-quality deliverables, efficiency, and continuous skill development.
• Establish clear priorities, workflows, and best practices to maximize team contributions.
• Provide technical training and mentorship to improve analytical capabilities across the team.
• Ensure seamless collaboration between offshore and onshore teams to drive efficiency.
• Monitor team performance and project timelines to maintain operational excellence.
• Promote a culture of innovation and continuous improvement within the analytics function.
• Implement quality control processes to ensure accuracy and consistency in offshore deliverables.
• Align resources with business priorities to optimize productivity and efficiency.
• Stakeholder Collaboration & Cross-Functional Partnership
• Act as a strategic partner to Sales, Marketing, Market Access, Finance, and Commercial Leadership by delivering insights that inform key business decisions.
• Work closely with brand teams to align IC structures with overall commercial strategies and promotional efforts.
• Collaborate with Sales Operations and Field Leadership to ensure IC plans drive the right behaviors and incentives.
• Partner with Finance and Compliance to ensure accurate forecasting, budgeting, and adherence to corporate policies.
• Engage with Data & IT teams to streamline data integration, enhance reporting capabilities, and improve data accessibility.
• Effectively communicate analytical findings and recommendations to senior leadership and field management teams.
• Gather feedback from sales and marketing teams to continuously refine IC plans, analytics models, and reporting structures.
• Participate in cross-functional strategy meetings to align commercial analytics with broader business objectives.

Qualifications

• 10+ years of experience in pharmaceutical commercial analytics, sales operations, or incentive compensation.
• Proficiency in SQL, Excel, Alteryx, and Tableau (or similar BI tools).
• Experience in pharma brand forecasting models and key commercial analytics techniques, Incentive Compensation (IC) plan design, administration, and ongoing IC health checks.
• Strong knowledge of patient-level data analytics, including claims, hub, and specialty pharmacy datasets.
• Knowledge of CRM systems (e.g., Veeva, Salesforce), sales operations and sample operations processes.
• Strong documentation skills to ensure comprehensive IC tracking and audit readiness.
• Proven ability to manage teams and coordinate analytics projects across stakeholders.
• Bachelor's or Master's degree in Business, Data Science, Engineering, Statistics, or a related field.

Travel Estimate
Job Requirements
Educational Qualification
Masters / Bachelors in Analytics OR Engineer (B.E.) - any specialization

Experience
Atleast 10-15 years of experience in Pharma Industry

Your Success Matters to Us
At Sun Pharma, your success and well-being are our top priorities We provide robust benefits and opportunities to foster personal and professional growth. Join us at Sun Pharma, where every day is an opportunity to grow, collaborate, and make a lasting impact. Let's create a brighter future together

Disclaimer:
The preceding job description has been designed to indicate the general nature and level of work performed by employee within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees as assigned to this job. Nothing herein shall preclude the employer from changing these duties from time to time and assigning comparable duties or other duties commensurate with the experience and background of incumbent(s).