Candidate should be B.Sc/B.Pharm/MBA with 6+ yrs of experience in Sales and Marketing in Ophthalmology Segment of Pharma Industry.

SUMMARY OF THE OVERALL JOB :

To be responsible for leading a team of front line sales team to achieve sales targets. To be also responsible for individual revenue targets.

KEY RESULT AREAS :

- Actual Primary and Secondary Sales to Sales Target

- Team Management

1. Number of TMs/RSMs earning incentives

2. Attrition %

3. Adherence to joint field work

4. Implementation of SFA ( Sales Field Automization - Lakshya)

- Sales Processes :

1. Control of Inventory as per planned DOH.

2. Timely collection of market outstanding as per planned DSO

3. Secondary statements of all distributors on time

- Customer Management And Relationship :

1. High quality customer calls

2. Number of calls and coverage as per plan

3. Coverage I-Pro customer by self and team as per plan

4. Develop business in key institution.

KEY FUNCTIONS / RESPONSIBILITIES :

- SALES MANAGEMENT :

- To ensure self and Territory Managers follow daily sales call and meet desired calls to chemists, distributors and doctors.

- To ensure calls are made as per marketing plan (promotogram).

- To ensure products are available at the retail chemists.

- To monitor weekly secondary sales at distributor level and achieving primary sales target.

- To monitor sales orders and reconcile with stocks at distributors point.

- To ensure self and team develop relationship with Doctor's in the region by making them aware.

- To ensure RSM monthly is generated and reported by 5th of every month.

- To ensure calls to I-Pro customers are made as per plan to increase prescription as per plan.

- SALES & DISTRIBUTION PROCESS MANAGEMENT :

- To ensure RCPA (Retail Chemist Prescription Audit) process through SFA (Sales Force Automization).

- To ensure implementation of SFA process for daily customers calls reporting as per plan.

- To ensure monthly stockist sales & stock statement is generated and received by HO/ZSM 5th of the month.

- To submit bi-monthly secondary sales statement to ZSM on time.

- To maintain inventory ( DOH) not more than 45 days at distributors and facilitate 40% primary sales before 15th of the month as per plan.

- TEAM MANAGEMENT

- To refer good quality sales team on time to HR Manager.

- To coordinate Induction (Prarambh) and sales training programs with Sales training Manager To continuously identify improvement areas for TMs and make time bound development plans along with ZSM

- To work jointly with the teams for at least 18 days to ensure enhancement of quality of calls leading to better sales performance.

- To ensure quality implementation of marketing campaigns and programs and submit report as required by the marketing team

- OTHERS :

- To assist collection from the distributors as per the credit policy of the company.

- To update marketing team on competitors- products, sales, new launches, market activities etc.

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