Head Commercial Excellence- MEA

Position Details: Designation: General Manager Business Unit: MEA Function: Sales and Marketing Location: Mumbai Head Office Reporting to: Senior Vice President and Business Head – MEA | Sales Leader Role Overview: • The General Manager – Commercial Excellence (MEA) is a senior leadership role responsible for driving the commercial performance and capability agenda across Glenmark's most dynamic international regions. This role integrates three critical pillars — Sales Force Effectiveness (SFE), Marketing Excellence, and Training & Capability Building — into a unified, high-impact commercial engine. • The role holder is accountable for designing and deploying best-in-class go-to-market models, commercial frameworks, and digital tools that optimize resource allocation, elevate field force productivity, and strengthen brand execution at country and regional level. As a General Manager equivalent, this individual operates as a key member of the regional leadership team, working in close partnership with Country Heads, BU Heads and global Com-Ex to shape and execute the commercial strategy for MEA.

Strategic Scope: • Own the integrated Commercial Excellence agenda (SFE + Marketing + Training) for MEA region • Drive commercial efficiency through structured performance management and upgrade of multi-channel engagement models • Lead a cross-functional team of commercial specialists and enable countries to achieve sustainable, above-market growth • Represent regional commercial interests within the global Com-Ex community and contribute to global capability initiatives Overall Job Responsibilities: Strategic Leadership & Commercial Vision: • Define and lead the Commercial Excellence strategy for MEA, aligned to global business priorities • Own the go-to-market model design and continuous upgrade across SFE, Marketing and Training pillars • Act as primary thought partner to Country Heads and BU Heads on commercial effectiveness and growth strategies • Drive integrated commercial planning across functions to ensure cohesive execution at country and regional level • Lead change management initiatives to embed a culture of commercial discipline and continuous improvement Sales Force Effectiveness (SFE): • Lead SF deployment design to optimise ROI through territory design, segmentation, targeting and capacity planning • Develop, upgrade and monitor SF incentive systems, target setting processes, and SF performance management • Implement standardized SFE systems, analytics dashboards and KPIs for field reps and KAMs • Conduct regular Com-Ex health checks; follow up on mitigation actions with country and regional teams • Drive adoption of CRM/SFA systems and multi-channel customer engagement tools across regions • Generate internal dashboards to track execution discipline in the field; review SFE KPIs with BU Heads Marketing Excellence: • Oversee marketing effectiveness frameworks to ensure optimal brand strategy execution at regional and country level • Lead market research capability — country/product specific analytics to generate commercial insights • Drive standardization of marketing processes, campaign measurement, and promotional effectiveness tracking • Partner with Brand Teams and Country Marketing Heads to develop and deploy differentiated go-to-market campaigns • Govern marketing investment allocation and monitor ROI across promotional channels • Enable superior custom segmentation and persona-based engagement strategies in collaboration with SFE and digital teams Training & Capability Building: • Design and govern the regional capability development framework for sales, marketing and commercial leadership teams • Coordinate SFE training programs to embed key behaviours and competencies in the field force • Partner with HR, L&D and Marketing/Finance to develop and deploy high-quality learning material for SFE, KAMs and managers • Oversee onboarding design for new sales reps; ensure structured ramp-up programmes across markets • Measure effectiveness of training interventions through defined KPIs; continuously refine programmes • Build a pipeline of commercial talent through structured coaching, mentoring and development frameworks Stakeholder Management: • Serve as a trusted sparring partner to Country Heads, BU Heads and functional leads on all Com-Ex related topics • Drive dashboard-led business reviews for internal and external sales performance discussions • Partner with global Com-Ex team to align regional priorities and co-create tools/processes for scale • Monitor country performance against agreed Salesforce, Marketing and Training KPIs; work with regions to identify improvement opportunities • Lead executive-level presentations and steering committee communications on commercial excellence performance Innovation & Digital: • Champion adoption of digital tools — CRM/SFA, advanced analytics, AI-driven insights — to enable faster, better commercial decisions • Facilitate best practice sharing across countries; build a community of practice for commercial excellence • Evaluate and pilot new commercial models including digital detailing, omnichannel engagement and datadriven targeting • Automate reporting and performance tracking via SFA and BI platforms to reduce manual effort and improve data quality Financial & Operational Excellence: • Own market research and commercial excellence budget; ensure all expenses are maintained within approved limits • Drive SF ROI analysis and resource allocation decisions across SF lines for MEA • Provide monthly analytics on incentive achievement, scheme effectiveness and field productivity • Ensure compliance with SFE, marketing and training guidelines; consult with BU Heads on corrective action Key Relationship/Stakeholders: External • CRM, SFA, Analytics Vendors • Market Research Agencies • Training and capability Partner Internal (other than Direct Reports) • Marketing, SFE and Training • HR & L&D Teams • Finance • Sales Leadership & Field Management Desired Experience & Knowledge: Educational Qualifications: • University degree in Business Administration, Marketing, Pharmacy, Medicine or comparable discipline • MBA or postgraduate qualification in Commercial Strategy / Marketing preferred Experience: • 15+ years of progressive experience in pharmaceutical / FMCG industry across SFE, Marketing and/or Commercial Excellence • Minimum 5 years in a senior leadership role with P&L or commercial ownership experience • Proven track record of leading cross-functional teams across multiple geographies (MEA exposure strongly preferred) • Experience managing Com-Ex, SFE, Marketing Excellence and Training functions — preferably in an integrated role • Strong background in managing high-performance sales organizations in a prescriber / hospital environment Knowledge and Skills (Functional / Technical) • Deep expertise in Com-Ex and SFE including territory design, segmentation, CRM/SFA platforms. • Strong understanding of marketing strategy, brand management, promotional effectiveness and omnichannel engagement • Hands-on experience with training design, adult learning principles and commercial capability development • Advanced proficiency in BI tools and analytics including KAM, dashboarding and market research methodologies • Familiarity with digital tools — AI-powered analytics, digital detailing, multi-channel engagement platforms • Excellent project management capabilities; ability to run multiple large-scale programmes simultaneously Behavioural Attributes • Demonstrated ability to lead, inspire and develop diverse, senior teams across geographies • Strategic thinker with the ability to translate vision into concrete operational plans • Strong executive presence — able to influence and engage • High learning agility; comfortable with ambiguity and rapid change in emerging and complex markets • Collaborative leadership style with the ability to work across matrix organizations • Strong analytical and presentation skills; ability to create compelling commercial narratives