Manager, Commercial Excellence
- India - Mumbai
Role Summary
The Commercial Business Manager plays a pivotal role in driving commercial excellence and Go-To-Market (GTM) effectiveness across Pediatric and Adult Vaccines portfolios. The role partners closely with Sales, Marketing, and cross-functional teams to translate insights into action, optimize field force deployment, and enable data-driven decision-making, productivity, and business growth.
Key Responsibility Areas
1. GTM Insights & Analytics
Drive advanced analytics to shape GTM strategy and improve in-market execution.
• Generate actionable insights across:
o HCP segmentation and prioritization
o Field force (FF) productivity and effectiveness
o Specialty focus and call planning
o Geographic coverage optimization
• Develop insights on government and key account business, including productivity, effort allocation, and opportunity mapping
• Build predictive and forward-looking analytics to enhance business planning and forecasting accuracy
• Deliver monthly dashboards and performance narratives to enable leadership decision-making
• Leverage AI and advanced analytics tools to accelerate insight generation and visualization
2. Commercial Team Partnering & Influence
Act as a strategic partner to commercial teams to drive optimal execution and outcomes.
• Partner with Sales & Marketing to optimize deployment of field resources and GTM strategies
• Influence sales leadership (DHMs, RHMs, NSM) through data-backed recommendations on productivity and operational effectiveness
• Translate GTM insights into clear, actionable interventions for field teams
• Enable alignment across Sales, Marketing, Medical, and Institutional teams to maximize impact
• Support institutional and corporate business growth through collaboration with key account teams
3. Business Operations & Market Enablement
Ensure efficient and scalable commercial operations with a focus on outcomes rather than processes.
• Drive end-to-end coordination of commercial operations, ensuring seamless execution across distribution, supply chain, and finance
• Strengthen distributor partnerships and channel effectiveness, including stock availability, loyalty initiatives, and customer experience
• Enable market intelligence systems to capture field insights and competitive intelligence, translating them into strategic actions
• Enhance sales campaign effectiveness by evaluating outcomes and recommending improvements in planning, coverage, and execution
• Support availability and supply alignment through close coordination with CFA, supply chain, and finance teams
4. Advanced Analytics & Performance Management
Enable superior business performance through integrated and insight-led analytics.
• Build and manage business performance dashboards spanning sales, coverage, call effectiveness, and engagement metrics
• Drive sales force effectiveness (SFE) metrics including call averages, reach, and productivity indicators
• Develop omnichannel analytics to enhance HCP experience and marketing effectiveness
• Analyze secondary market data to generate customized, decision-oriented insights
• Continuously refine analytics frameworks to move from reporting to insight generation and foresight
5. Technology & Digital Enablement
Leverage technology and AI to enhance speed, quality, and impact of commercial insights.
• Drive adoption and optimization of digital platforms (iTrack, iDrive, Channel Pay, etc.)
• Identify and implement technology solutions to improve data accessibility and decision-making
• Embed AI-led analytics and dashboarding to accelerate insight generation and business responsiveness
• Champion digital innovation to enable next-gen commercial excellence capabilities
6. Compliance & Governance
Ensure all commercial activities adhere to Pfizer’s governance and regulatory standards.
• Oversee compliance for commercial initiatives in alignment with Pfizer policies, Legal, Finance, and Compliance requirements
• Manage processes related to:
o MAPP approvals and HCP engagements
o Use of approved promotional materials
o Distributor agreements and governance
o Incentive and project compliance
• Ensure strict adherence to ethical, regulatory, and corporate governance standards
7. Stakeholder Management
Build strong partnerships across internal and external ecosystems to drive business outcomes.
• Collaborate with internal stakeholders including:
o Sales Leadership, Marketing, Medical, Finance, Supply Chain, and Compliance
• Engage external stakeholders such as:
o Distributors, healthcare institutions, and key accounts
• Act as a key integrator across functions, driving alignment and execution excellence
Qualifications & Experience
• Graduate in Sciences/Pharmacy or relevant discipline; MBA or equivalent is advantageous
• Experience in Pharma/Healthcare industry with exposure to commercial analytics, SFE or consulting preferred
Critical Skills & Capabilities
• Strong analytical and problem-solving mindset with ability to derive insights from complex data
• Proven business partnering and influencing skills, especially with senior sales leadership
• Expertise in commercial analytics, GTM strategy and field force effectiveness
• High proficiency in MS Excel, PowerPoint, and analytics tools; exposure to AI-driven tools is preferred
• Solid understanding of pharma compliance, regulatory environment and promotional practices
Pfizer is an equal opportunity employer and complies with all applicable equal employment opportunity legislation in each jurisdiction in which it operates.
To learn more about acceptable and prohibited uses of AI during the recruitment process, please review our candidate AI-use guidelines available on Pfizer Careers.

Mkt & Sales/Commercial BusBreakthroughs that change patients’ lives
Research confirms what intuition tells us: that purpose-driven companies perform better, are more innovative, attract and retain the best people, and know how to unleash the power of those people. Pfizer’s purpose—Breakthroughs that change patients' lives—fuels everything we do and reflects our passion for building on our legacy as one of the greatest contributors of good to the world.
Each word in our purpose has meaning and reflects the value we strive to bring to patients and society:
“Breakthroughs” - These are the innovations, scientific and commercial, that we seek to deliver every day. All colleagues, regardless of role, level or location, strive for breakthroughs every day.
“Change” - We want to do more than simply improve patients’ medical conditions; we want to dramatically change their lives for the better.
“Patients’ lives” - We consider not only patients, but everyone they touch—including their families, caregivers, and friends—and everything they love to do. It’s an intentionally holistic view.
Our purpose ensures that patients remain at the center of all we do. We live our purpose by sourcing the best science in the world; partnering with others in the healthcare system to improve access to our medicines; using digital technologies to enhance our drug discovery and development, as well as patient outcomes; and leading the conversation to advocate for pro-innovation/pro-patient policies.
Every decision we make and every action we take is done with the patient in mind—and to nurture an environment where breakthroughs can thrive.
Our Values
To fully realize Pfizer’s purpose, we have established a clear set of expectations regarding “what” we need to achieve for patients and “how” we will go about achieving those goals.
The “how” is represented by four simple, powerful values—courage, excellence, equity, and joy—that define our company and our culture.
Courage: Breakthroughs start by challenging convention, especially in the face of uncertainty or adversity. This happens when we think big, speak up, and are decisive.
Excellence: We can only change patients’ lives when we perform at our best together. This happens when we focus on what matters, agree who does what, and measure our outcomes.
Equity: We believe that every person deserves to be seen, heard, and cared for. This happens when we are inclusive, act with integrity, and reduce healthcare disparities.
Joy: We give ourselves to our work, but it also gives to us. We find joy when we take pride, recognize one another, and have fun.
Benefits at Pfizer
Pfizer offers competitive compensation and benefits programs designed to meet the diverse needs of our colleagues. Our Pay for Performance Philosophy and Practices reward colleagues based on the contributions they make to our business.
Our Competitive Benefits Programs help our colleagues by:
- Promoting Health and Wellness to help colleagues maintain and improve their physical and mental wellbeing. Pfizer offerings include health and disability insurance, preventative health programs, medical screenings, free or reduced-cost vaccinations, discounts on Pfizer products, mental health support, nutrition and fitness counseling and more.
- Strengthening Colleagues’ Financial Security by providing company contributions to retirement plans, life insurance and financial planning education to help colleagues achieve their financial goals.
- Providing Benefits and Time off for the Moments that Matter to ensure Pfizer colleagues have the time away from the office to recharge, recover and return to work as the best version of themselves. Vacation, Holiday time and Sick time are just the beginning, with a 12 week parental leave policy for both parents of a new born, 10 day of caregiver leave for those times when your family needs you whether it’s a child, spouse or parent, bereavement leave, and additional country-specific programs.
- And so much more, depending on your country and site, Pfizer offers childcare facilities or discount programs, on-site health and/or fitness centers, movement and mindfulness solutions, “Log in for your Day” work flexibility and so much more.
For U.S. based jobs, view an overview of Pfizer’s U.S. benefits program (opens in a new window)