Nikhil Sharma
Global Commercial Operations- Business Analyst & SFE
Pune,MH
Summary
Accomplished Commercial Analytics and Sales Force Effectiveness (SFE) professional with 10+ years of experience within global pharmaceutical and life sciences organizations. Brings a strong functional leadership orientation, combining deep domain expertise in SFE, commercial analytics, incentive governance, budgeting, CRM ecosystems, and field excellence frameworks. Proven capability to operate as a strategic partner to senior stakeholders, lead enterprise-scale analytics programs, and deliver structured, decision-enabling insights that improve productivity, execution quality, and commercial outcomes across multi-country environments.
Overview
17
17
years of professional experience
Work History
Specialist – Global Commercial Business Analyst & Reporting
MSD Animal Health – Technology Business
01.2022 - Current
- Provide functional leadership for global commercial operations and SFE analytics, covering sales performance management, CRM effectiveness, incentive governance, and field productivity optimization.
- Own and govern core SFE capabilities including segmentation, targeting, sales force sizing, budgeting, and incentive analytics to support effective commercial planning and execution across operating markets.
- Lead the design, automation, and standardization of global executive dashboards and reporting frameworks, ensuring consistency, scalability, data integrity, and decision readiness.
- Act as a global subject matter expert (SME) for commercial analytics and CRM platforms, overseeing data governance, system enhancements, testing cycles, and SLA adherence.
- Drive global-to-local deployments, best practice sharing, and structured onboarding initiatives to strengthen analytics maturity and adoption across commercial teams.
Specialist – Business Analyst & SFE
MSD Animal Health
01.2018 - 01.2021
- Led end-to-end Sales Force Effectiveness programs encompassing customer segmentation, territory sizing, call planning, KPI scorecards, and field excellence performance measurement.
- Design, Calculate and document Incentive structure for Field forces.
- Delivered market research, CEESA-based insights, and benchmarking analyses to inform commercial strategy and portfolio decisions.
- Executed ad-hoc commercial and SFE analyses to address evolving business challenges and improve execution quality.
- Served as functional owner and administrator for Veeva CRM, Salesforce, SAP BI, and MCM, ensuring compliant usage, data quality, and continuous system improvement.
Lead Territory Manager
MSD Pharmaceuticals
01.2013 - 01.2018
- Led territory-level commercial execution with accountability for sales delivery, field force KPIs, segmentation strategy, and customer coverage optimization.
- Translated analytical insights into structured field execution plans through regular performance reviews and coaching.
- Recognized with the MD Award for sustained performance and leadership contribution.
Market Business Manager
Cipla Ltd.
01.2009 - 01.2013
- Directed territory planning, sales analytics, and resource optimization initiatives in support of business growth objectives.
- Developed customer segmentation and promotional strategies aligned with portfolio and brand priorities.
Education
PGPM - Business Analytics
Sunstone Business School
01-2017
Bachelor of Pharmacy - undefined
Amravati University
01-2009
Skills
Enterprise Sales Force Effectiveness (SFE) Strategy, Design & Governance
Sales Force Sizing, Segmentation, Targeting & Call Planning
Incentive Design, Budgeting & Performance Governance
Commercial & Market Research Analytics (CEESA, Benchmarking)
CRM & Commercial Systems Ownership (Veeva, Salesforce, SAP BI)
Executive Dashboards, Reporting Standards & Automation
Global Program Leadership & Global-to-Local Deployments
Stakeholder Engagement, Capability Enablement & Onboarding
Root-cause analysis
Expert problem solving
Management collaboration
Timeline
Specialist – Global Commercial Business Analyst & Reporting
MSD Animal Health – Technology Business
01.2022 - Current
Specialist – Business Analyst & SFE
MSD Animal Health
01.2018 - 01.2021
Lead Territory Manager
MSD Pharmaceuticals
01.2013 - 01.2018
Market Business Manager
Cipla Ltd.
01.2009 - 01.2013
Bachelor of Pharmacy - undefined
Amravati University
PGPM - Business Analytics
Sunstone Business School