Responsibilities:

Achievement of Budgeted Sales Targets

Achievement of overall Monthly Sales Targets leading to achievement of Annual Sales Targets
Achievement of Brand-wise Sales Targets esp. for Thrust Brands
Ensuring achievement of targets by each FO territory and maximizing productivity
Improve business hygiene by reducing sales returns & expiries
Effective forecasting to ensure smooth availability & distribution of products
Co-ordination with business partners/ distribution
Ensuring achievement of collection targets

Customer Development / KOL Development

Development of brand specific core customers & develop their business contributions
Monitoring the efforts of field officers with specific focus on ensuring Dr Call Average of 12 and minimum 95% MCR coverage
Supporting the implementation of strategic alliance programs for maximising ROI from KOLs through ensuring periodical visits as mandated by HO
Development & sustenance of relationships of KOLs through personal visits
Periodically track the contribution from KOLs and ensure interventions under the guidance of SMs in protecting & developing the business from KOLs

Product Development

Identification and development of core customers for each product and maximising their returns
Developing mechanisms to track the performance progress of these products and addressing gaps if any

Team Development/ Competence Development

Developing the in-clinic effectiveness through channelizing the efforts of Field Officers in terms of Right Customer, Right Product and ensuring Right Frequency of visits
Improving in clinic competence of FOs by developing their product knowledge, application of selling skills through joint call coaching
Development of teamwork and culture amongst the FOs
Ensuring business process discipline & hygiene
Planning & Organizing the efforts of self/ team
Efforts to retain the team and filling up of vacancies if any

Effective Implementation of Marketing Programs

Ensuring effective implementation of marketing programs (CMEs / Symposiums / Camps etc) thereby develop key brands in each territory through a team of FOs
Periodically track the implementation of marketing programs and address the gaps if any
Preparation of action plans during cycle meetings with an objective of improving implementation
Tracking the efforts of team members in terms of call average and coverage through FRAMES and ensuring compliance
Implementation of local strategies under guidance of SMs

Reporting & Administration

Timely FRAMES reporting of Self & ensuring the discipline of FOs in timely reporting of FRAMES as per timelines
Maintaining the secondary sales & primary sales records of each territory and ensuring the same in case of FOs
Updation of MCR, Chemist list and Institution list on a periodical basis as mandated by HO
Ensuring effective DWP and implementation of the same
Ensuring discipline through control tools like STP, TP and other monitoring tools

Requirements:

Science Graduate ideally with an experience of 5+ years of experience gained as a first line management.
Good interpersonal skills, team work, analytical ability etc.
Good communication skills, attention to detail, execution skills.

SALES MANAGER

Channel Sales Manager, SAARC