The Position
To plan and develop zonal sales strategy and achieve zonal sales targets through effective field force support systems and implementation of core marketing tactics. To achieve market share growth for brands and productivity and profit targets for the business unit in the region by fostering teamwork and optimizing prescription support. To build a winning team of people who are highly motivated at all times to deliver the performance at the maximum potential and align all initiatives to help the sales function realize Long Term Business Plans (LRPs).
Tasks & Responsibilities
- Team Building - Constantly motivate AMs/RSMs and Field Force through regular communication, objective reviews, best practice sharing, setting clear cut goals and monitoring through half yearly/ annual appraisals in order to build a competent, high performing workforce.
- Capability Development - Identify training needs, train, and coach the field force. Guide AMs and BDMs for development of Field Force. Build team capability to create a knowledgeable, self-sustaining team.
- Recruitment - Review and decide on confirmations, probations, and de selection of field force in order to maintain a capable and skilled talent pool in consultations with HR.
- Sales Targets Achievement - Fine-tune sales tactics at the local level, deploy sales targets based on team strength and market variables and guide AM’s to cascade them to the FF in order to achieve planned top line.
- Sales Operations - Uphold financial SOPs for the region by checking and passing all performance inputs and financial payouts to field force, AMs, approve master tour programs, clear credit notes, settle disputes regarding payouts in liaison with Finance and HR. Check and approve loans to field force and AMs for housing, vehicle etc. in order to keep the business running smoothly.
- Data Analytics - Monitor market share of brand vis-à-vis the competitors aligns local tactics to national strategies and provide regular feedback to marketing on effectiveness of their strategies.
- Promotional Plan Execution -Support marketing in devising local campaigns/ initiatives to expand market share Organize, implement and review rollouts of sales tactics through Promotional Cycle and align all stake holders to drive demand generation and sales realization.
- Channel management – Monitor the channel for sales facilitating stock availability, distribution of stocks in cases of shortages, inventory management at SD level and required flow in the pipeline. Oversee secondary sales and stock levels and forecast requirements for the next quarter.
- Report adverse drug reactions to Pharmacovigilance within specified time and coordinate with the function in order to resolve/handle the situation.
- KOL Management – interface with KOLs and develop the relations to use them to organizational advantage in order to enable KOL to propagate brands and products in order to generate followers.
- Liaison - Develop and maintain good relationships with associations in different states monitor and support the appointment of stockists/distributors, resolve issues with stockists/distributors regarding appointment, smooth functioning etc.
Requirements
- Education : Bachelors degree, Masters degree (Veterinary)
- Communication and presentation skills
- Selling and negotiation skills.
- People Management
- Interpersonal relations and skills to manage customer relations.
- Ability to work with database and data warehousing programs.
- A minimum of 5 years successful industry experience.
- A minimum of 3 years sales management or related experience preferred.
- History of successful performance.
- Proficiency in Excel, Word, Outlook and database applications.
- Ability to travel (may include overnight travel).
- Should reside in assigned geography or be willing to relocate.
- Proficiency in Excel, Word, Outlook and database applications.
- Ability to travel (may include overnight travel).
- Should reside in assigned geography or be willing to relocate.
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