3rd International Conference on Business Intelligence and Data Analytics (BIDA 2026)

Organized by RV Institute of Management (RVIM), Bangalore, India

 Technically Sponsored by Soft Computing Research Society

April 11-12, 2026The after-conference proceeding of the BIDA 2026 will be published in Scopus Indexed Springer Book Series "Smart Innovation, Systems and Technologies"

The after-conference proceeding of the BIDA 2026 will be published in Scopus Indexed Springer Book Series "Smart Innovation, Systems and Technologies"

vishal kumar sharma

Turning Sales Leakage into Growth: Territory-Level Insights to Outperform Market Trends and Access Barriers.

Abstract:

In today’s pharmaceutical markets, sales leakage, defined as the variance between expected and actual captured demand, represents more than lost revenue. Across the industry, a meaningful portion of addressable volume is routinely lost to competitors despite contractual or preferential purchasing commitments, resulting in significant unrealised revenue per brand. This session reframes leakage as a measurable and actionable growth opportunity at the territory and account level. The presentation begins by examining how market access barriers, channel complexity, and competitive substitution drive leakage at scale. Real-world analyses show that a relatively small set of high-potential accounts often contributes disproportionately to leakage, yet remains under-prioritised due to limited visibility at the rep and territory level. Next, the session explores how advanced data analytics combining sales, claims, formulary, and market data can uncover brand- and site-level leakage patterns with high accuracy. These insights enable commercial teams to distinguish between access-driven losses and execution gaps. Purpose-built dashboards surface leakage trends by brand, customer, and territory, significantly improving visibility and reducing the effort required to identify recapture opportunities. The discussion then highlights how automation and embedded insights reduce the analytical burden on sales representatives, allowing leakage intelligence to be seamlessly incorporated into pre-call planning and territory strategy. By aligning leakage KPIs with recapture-focused metrics, organisations can track not only where share is lost, but how effectively it is regained.


Profile:  

Vishal Sharma is a seasoned Product, Program, and Data Analytics leader with over 20 years of experience delivering enterprise-scale business intelligence, analytics, and data-driven solutions across global organisations. He currently serves as a Senior Business Intelligence Analyst at McKesson, where he has spent more than a decade leading complex, cross-functional initiatives spanning sales operations, data platforms, and analytics products. Vishal has a strong track record of translating business needs into scalable technical solutions, specialising in SAP BW/HANA, Snowflake, SQL, Tableau, Power BI, and enterprise data architecture. He has successfully led high-impact initiatives such as centralized data lakes, analytics portals, and product intelligence platforms that drive strategic decision-making and operational excellence. Previously, Vishal held senior consulting and technical leadership roles at Infosys, IBM, Cognizant, and Accenture, working with global clients across pharmaceuticals, telecommunications, oil & gas, and utilities. His expertise spans the full SDLC, Agile and Waterfall delivery, stakeholder management, and global team leadership. He holds a Master’s in Computer Applications, and is a PMP (2021) and Certified Scrum Product Owner (2022), reflecting his strong blend of technical depth and program leadership.