DAIPAYAN DUTTA
Hyderabad
Summary
Dynamic and experienced Senior Manager with 11 years of expertise in sales force effectiveness, Salesforce (SFDC) management, people management, data analytics, and process excellence. Demonstrated success in driving business growth through strategic planning, execution, and process optimization. Skilled at leading high-performing teams, implementing impactful solutions, and delivering measurable improvements. Known for independent decision-making, fostering innovation, and aligning operations with business goals. Seeking senior leadership opportunities with a growth-driven organization to contribute expertise and drive transformative success.
Overview
11
11
years of professional experience
1
1
Certification
Work History
Senior Manager
Novartis Pharmaceuticals
08.2024 - Current
- Led the Sales Force Effectiveness team, providing coaching, fostering collaboration, and driving continuous improvement across key business processes.
- Developed and implemented a global SFE framework, standardizing processes across regions while managing technical and change management aspects.
- Leveraged CRM tools and analytics to drive data-driven customer segmentation, targeting, and resource allocation strategies.
- Designed and managed incentive compensation plans, ensuring alignment with business goals and adherence to compliance standards.
- Optimized sales force effectiveness by tracking performance through key KPIs and identifying actionable insights for continuous improvement.
Manager Commercial Excellence
Novartis Pharmaceuticals
04.2021 - 07.2024
- Directed the design and execution of sales incentive processes and reporting initiatives across key regions, including Europe (Germany & Russia) and Japan, delivering actionable insights through advanced metric monitoring and analysis to drive business growth
- Led stakeholder management and project governance for the Germany Incentive Compensation (IC) initiative, employing Scrum Agile methodology to streamline project execution, ensuring timely and high-quality delivery
- Partnered with Sales and Commercial Excellence leadership to formulate and implement sales strategies, focusing on optimizing sales productivity through enhanced reporting, forecasting, and quota management solutions
- Championed the Meaningful Interaction initiative across the Top 11 markets, leading the tracking and reporting of critical field activities, which drove enhanced data-driven decision-making and significantly improved overall sales efficiency
- Co-developed and implemented a PowerBI-driven automated reporting platform for 11 countries, providing real-time analytics on key performance metrics
- Led cross-functional Scrum calls with country stakeholders, optimizing Sales Operations processes, improving field force support, and ensuring efficient project management across diverse teams.
Sales Operations Manager ( India & SAARC countries)
MSD Pharmaceutical India Pvt Ltd
06.2019 - 03.2021
- Led a team of associates responsible for managing the sales incentive process, including the calculation of incentives and rewards for India and neighbouring field force teams across 5 Business Units, with a focus on continuous process improvement
- Drove customer segmentation efforts for both existing and potential customers, optimizing sales and marketing strategies to achieve enhanced performance and cost efficiency
- Delivered Incentive Compensation Design and Reporting projects across multiple Business Units, ensuring alignment between business objectives and sales team performance through the integration of seamless IC plans
- Developed and managed advanced Sales Analytics and Reporting dashboards, providing real-time visibility into sales activities and offering strategic recommendations to sales leadership to enhance team performance and productivity
- Led cross-functional collaboration with Sales and HR leadership during the onset of the COVID-19 pandemic, contributing to the development and successful implementation of remote work policies and Health Care Professional (HCP) engagement strategies for the Field Force and Marketing teams.
Manager Sales Operations
Danaher Corporation
06.2017 - 05.2019
- Established the Sales Force Effectiveness (SFE) department for Nobel BioCare India, later expanding the scope to include Australia and New Zealand, focusing on Sales Incentive design, Reporting, and Sales Force Management
- Collaborated with senior leadership to provide insights and execute strategies across diverse markets
- Aligned with multiple stakeholders to define and streamline the scope of the SFE department, centralizing processes previously managed by different teams and enhancing overall operational efficiency
- Led Salesforce training initiatives for Process Owners and CRM users, ensuring they were proficient in managing new and existing features, and enabling them to effectively utilize and update necessary data fields for maximized functionality
- Conducted Six Sigma training programs (Danaher Business Solutions) for new associates as part of their onboarding, fostering a culture of continuous improvement and operational excellence.
Associate Consultant
ZS Associates India Pvt Ltd
01.2016 - 05.2017
- Managed technical re-engineering functions to improve service efficiency and effectiveness, ensuring the delivery of high-quality solutions to clients
- Provided advisory and hands-on technical support in the implementation of advanced quality control tools such as Kaizen, Six Sigma, and Statistical Quality Control, promoting best practices within teams
- Supported the development and execution of continuous improvement initiatives, utilizing lean manufacturing and Six Sigma processes to meet quality control objectives and drive operational improvements
- Performed process mapping and gap analysis of current workflows against Centricity Business best practices, recommending and implementing process enhancements for better operational alignment and efficiency.
Assistant Manager of Operations
Camson Biotechnologies Ltd
07.2013 - 12.2015
- Implemented process improvement initiatives to foster a culture of continuous improvement, optimize procedures for greater efficiency, and support the company's growth and evolution
- Coached team members on professional development, guiding them on best practices for delivering exceptional service to customers and enhancing overall team performance
- Conducted statistical analyses to provide actionable data for operational and forecasting needs, helping teams make informed decisions
- Introduced new methods and systems to streamline operations, successfully reducing turnaround times and improving workflow efficiency
- Collaborated with sales leadership to develop and execute sales strategies, driving revenue growth and improving sales productivity through targeted initiatives and data-driven decision-making
- Monitored sales performance and KPIs, identifying areas for improvement and implementing corrective actions to ensure targets were met and exceeded.
Education
MBA - Operations Management
Welingkar Institute of Management Development And
Mumbai05-2013
B.Tech - Computer Engineering
Dr. B. C. Roy Engineering College,WBUT
Durgapur07-2011
Skills
- Scrum Master
- Strategic Planning
- Six Sigma
- Analytics
- CRM
- Data-driven decision-making
Certification
- Certified in Six Sigma (Black Belt) from Benchmark Six Sigma in 2015
- Completed Scrum Master Certification in Sep 2024
Languages
English
Advanced (C1)
Hindi
Advanced (C1)
Bengali
Bilingual or Proficient (C2)
Timeline
Senior Manager
Novartis Pharmaceuticals
08.2024 - Current
Manager Commercial Excellence
Novartis Pharmaceuticals
04.2021 - 07.2024
Sales Operations Manager ( India & SAARC countries)
MSD Pharmaceutical India Pvt Ltd
06.2019 - 03.2021
Manager Sales Operations
Danaher Corporation
06.2017 - 05.2019
Associate Consultant
ZS Associates India Pvt Ltd
01.2016 - 05.2017
Assistant Manager of Operations
Camson Biotechnologies Ltd
07.2013 - 12.2015
- Certified in Six Sigma (Black Belt) from Benchmark Six Sigma in 2015
- Completed Scrum Master Certification in Sep 2024
MBA - Operations Management
Welingkar Institute of Management Development And
B.Tech - Computer Engineering
Dr. B. C. Roy Engineering College,WBUT
Similar Profiles
Mike CogswellMike Cogswell
Oncology Senior Sales Specialist at Novartis PharmaceuticalsOncology Senior Sales Specialist at Novartis Pharmaceuticals
Emilie Jade MisajonEmilie Jade Misajon
Senior Global Trial Manager at Novartis Pharmaceuticals CorporationSenior Global Trial Manager at Novartis Pharmaceuticals Corporation
Christopher GoodChristopher Good
Production Lead at Novartis PharmaceuticalsProduction Lead at Novartis Pharmaceuticals