Centralized Sales Performance for a Global Pharma Company

For a global pharmaceutical and dermatology company headquartered in France, commercial performance data was never in short supply. With operations spanning multiple international markets, data existed across every region, but each market maintained its own reporting processes, metrics, and cadences, leaving leadership without a consistent view of how the business was actually performing.

Without a single reference point, performance reviews became exercises in data reconciliation rather than decision-making. Leadership struggled to spot trends early, align priorities across regions, and act on commercial opportunities with confidence.

The company partnered with Kitameraki to develop a centralized sales performance dashboard built on Power BI and Snowflake, replacing fragmented local reporting with a single, consistent view of commercial performance across all markets.

No Single View of Commercial Performance

Fragmented commercial reporting is one of the most persistent barriers to effective decision-making in organizations managing multiple geographies. Without a centralized reporting layer, each market tends to develop its own approach, with different metrics, formats, and cadences that make cross-market comparison difficult and cross-functional alignment even harder.

For this company, the consequences were visible in how performance reviews operated: leadership spent significant time validating and reconciling numbers before any substantive discussion could take place, making it harder to spot trends early, establish accountability consistently, and connect headquarters priorities to local market execution.

Building the Solution: Snowflake, Power BI, and a Unified Data Model

Kitameraki worked closely with business stakeholders to understand how commercial decisions were made, which metrics mattered most, and how performance reviews were currently structured before designing anything. This approach ensured the solution reflected how the business actually operated rather than a generic reporting template.

The technical foundation consisted of two components: Snowflake as the central data warehouse to consolidate and standardize commercial data across markets, and Power BI as the reporting and visualization layer that surfaces insights to leadership teams. User reference data was managed through Excel-based inputs integrated into the pipeline, allowing teams to maintain relevant data without requiring technical support for routine updates.

Underlying the reporting layer was a self-service business intelligence design principle, giving commercial and leadership teams direct access to performance data without depending on IT or analytics teams to generate reports on demand. The result was a governed, scalable data environment where information from across the organization flows into a single source of truth and surfaces through a consistent set of dashboards accessible globally.

A Dashboard Designed Around Business Decisions

The dashboard was structured around six performance modules, each built to answer the specific questions that leadership teams needed to address during commercial reviews. Each module surfaces a distinct layer of commercial performance, creating a complete picture when viewed together.

1. Gross Sales Value

Cnsolidates revenue performance across markets and product lines, enabling leadership to track overall commercial results against targets at any point in the reporting cycle.

2. Monthly Sales

Tracks sales trends at a granular level over time, supporting early identification of underperformance and acceleration before they become visible in aggregate results.

3. Numerical Distribution

Measures how broadly products are available across the distribution network, serving as a direct indicator of commercial reach and execution quality across markets.

4. Inactive Outlet Analysis

Surfaces outlets that have stopped ordering, giving sales teams a prioritized list for re-engagement and helping leadership monitor distribution health across regions.

5. Call Order Strike Rate

Measures the conversion rate between sales visits and actual orders placed, providing a reliable indicator of field sales effectiveness and frontline execution quality.

6. Trade Program ROI

Evaluates the return generated by commercial programs and trade investments, supporting more disciplined and evidence-based allocation of promotional resources.

How the Dashboard Changed Performance Reviews

Once implemented, the dashboard became the standard reference point for all commercial performance reviews across the organization. Reviews that previously opened with data reconciliation could now move directly into analysis and decision-making.

• Leadership teams stopped spending the opening of each review validating numbers and moved directly into discussing performance

• Discussions shifted from data validation to action planning, focusing on which markets needed attention, which programs were delivering results, and where resources should be reallocated

• Cross-market comparisons became straightforward at headquarters, removing the need for manual consolidation across regional reports

• Local teams gained clearer visibility into how their performance compared to targets and peers across the organization

Build Your Sales Performance Dashboard with Kitameraki

If your commercial team is spending more time reconciling reports than acting on them, a centralized Power BI sales performance dashboard is one of the highest-leverage investments you can make in commercial performance management. Kitameraki has delivered BI and analytics solutions for organizations across Southeast Asia, helping commercial, finance, and operations teams replace fragmented reporting with a single, reliable source of truth.

From PT REA Kaltim's operations management project to weekly reporting automation for a global healthcare company, the pattern is consistent: centralized data infrastructure delivers faster, more confident, and more effective commercial decisions at every level of the organization.

Talk to our team about building a sales performance dashboard tailored to your commercial structure, your markets, and your reporting cadence.

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Kitameraki is a trusted partner for comprehensive IT consulting and IT services in Indonesia. With a strong focus on IT solutions, web development, mobile app development, and cloud solutions, we help businesses navigate the ever-evolving digital landscape. Our expertise extends to cloud services, cloud migration, data analytics, big data, business intelligence, data science, and cybersecurity.