Success Factors for Global Alignment and Targeting Platform

Pranav Lele

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Increasing complexity and the globalization of pharma business models will force organizations to adopt a new unified approach for multi-country sales planning. Sales operations organizations within pharma must prepare to standardize across countries or risk losing business agility and face higher costs to support heavily localized business processes and nonstrategic technologies. This paper will explore the best practices and superior capabilities that can help reduce costs globally, even in the most cost-sensitive markets.

About the Expert

Pranav Lele is a Manager with ZS Associates in Pune, India. He leads the sales planning solutions delivery group that focuses on sales planning process transformation using the ZS JavelinTM suite of software solutions. He has worked primarily for large and mid-tier clients in the pharmaceutical industry across a wide range of sales planning areas including alignments, targeting and call planning. Prior to joining ZS, Pranav worked as enterprise architecture and IT strategy consultant for clients in the banking, logistics and pharmaceutical industries. He holds a B.S. in engineering from the College of Engineering, Pune (India), and an MBA from the SP Jain Institute of Management, Mumbai (India).

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