The Head, Commercial & Strategic Planning serves as a senior member of the Diabetes India Leadership team, providing strategic leadership at the Country Level. Reporting to the GM, India, this position will work closely with country and APAC leadership to set vision, develop strategic initiatives to deliver sales, margin, and market share goals for Continuous Glucose Monitoring (CGM) business in India.
This position is responsible for Strategic & Commercial Planning, Commercial Excellence, Capability Building and Business Analytics. Working closely with Sales, Marketing, Medical Affairs, Market Access, and Customer Success teams, the role translates business objectives into actionable commercial programs, performance metrics, and capability-building initiatives.
Core Job Responsibilities:
Support the General Manager of ADC India in the strategic and commercial planning of the business and related activities including strengthening Division’s growth agenda, leading strategic initiatives which will unlock growth potential
Support GM in strategic decision-making by providing data-driven insights, strategic frameworks, and scenario analyses. Be the key point of contact for strategic initiatives within the Country providing advice, leadership, and/or support, as required (e.g., Gross Margin Improvement, Marketing Mix Optimization, Sales Force Alignment/Expansion, et al.)
Lead Commercial Excellence initiatives to improve sales force effectiveness, productivity, and business performance.
Develop market intelligence, forecasts, competitive analyses, and strategic business insights to support decision-making. Monitor market trends, customer needs, and emerging opportunities within the Diabetes Care and CGM market to influence business strategy.
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Drive sales planning processes including target setting, forecasting, budgeting, territory optimization, incentive effectiveness, and KPI management.
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Ensure accuracy, integrity, and timely availability of sales and activity data for business reviews and strategic planning.
Define and manage the Country’s Product Portfolio Roadmap and represent needs & requirements to APAC and global. Lead the development of product launch strategies; partner with cross-functional partners to ensure commercial readiness
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Lead the Training function, ensuring the capability building programs aligns with business objectives.
Collaborate with internal and external stakeholders, key customers, thought leaders, trade associations, and industry partners to support market development and product adoption.
Ensure compliance with company policies, business conduct standards, and all applicable legal and regulatory requirements.
Foster a culture of continuous learning, innovation, operational excellence, and high performance across the commercial organization.
Supervisory/Management Responsibilities:
Direct Reports: 2
Indirect Reports: NA
Key Competencies:
Commercial Excellence & Strategic Thinking: Ability to translate business strategy into actionable commercial plans, leveraging market insights, customer trends, and performance analytics to drive sustainable growth.
Business Analytics & Data-Driven Decision Making: Strong capability to analyze complex data sets, derive actionable insights, monitor KPIs, and influence business outcomes through evidence-based recommendations.
Sales Force Effectiveness & Performance Management: Expertise in sales planning, territory optimization, incentive effectiveness, customer segmentation, and productivity improvement initiatives.
Learning & Capability Development: Ability to design, implement, and measure impactful training and competency-building programs that enhance sales and organizational performance.
Project & Change Management: Proven ability to lead cross-functional initiatives, manage multiple priorities, drive adoption of new processes, and deliver results in a dynamic environment.
Stakeholder Influence & Executive Communication: Strong written, verbal, and presentation skills with the ability to communicate insights effectively and influence stakeholders across all organizational levels.
Customer & Market Orientation: Deep understanding of customer needs, market dynamics, healthcare trends, and competitive landscapes to support business growth and customer engagement.
Leadership & People Development: Demonstrated capability to coach, mentor, and develop individuals and teams while fostering a culture of accountability and continuous improvement.
Cross-Functional Collaboration: Ability to build strong partnerships across Sales, Marketing, Medical Affairs, Finance, Operations, and external stakeholders to achieve business objectives.
Innovation & Continuous Improvement Mindset: Proactively challenges existing practices and implements innovative approaches to improve commercial effectiveness and organizational capability.
Travel Requirement: Ability and willingness to travel approximately 25-40% domestically and internationally, as required by business needs
Minimum Education & Experience:
Bachelor's degree
MBA or other advance degree
12+ years of experience
Prior experience in core sales is preferred
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