Area Sales Manager | Cipla – GX/Channel | Kochi

Job Description

Key Responsibilities :

• Driving the sales revenue targets of the assigned region
• Sales & Distribution: Identifies Distributor, helps build their organization, and is responsible for capability building Supervision & implemented ground marketing programmes for assigned areas (which includes trade activation) and lead sales execution across the territory (distribution, in-store availability, activation & campaign implementation)
• Identify on-ground business issues: Monitor & audit daily business Issues & provide market/sales feedback and complete all necessary reports within the stipulated time frame
• Identify opportunities: maximizing business relationships & tapping market information by gathering competitors’ info (promotions, launches, organization changes, etc.) and regularly updating the sales force teams
• Monitor & track Trade Budgets
• Responsible for obtaining business results through region-wise planning & execution of company strategies, effective people management, and team capability building
• Target achievement through planning & execution of sales promotion activities at retailer points within the assigned territory.
• Channel Management – Develop a strong working relationships with distributors, manage distributors for the achievement of sales priorities for the region
• Responsible for the planning, recruitment, direction, organization, and management of Territory sales officers to accomplish specific objectives.
• Coaching and mentoring of TSOs to enable them to carry out their roles & responsibilities in as effective managers Responsible for monitoring the performance of the team by establishing a system of reports and communications such as sales reports & activity trackers
• Timely appraisal of team and timely feedback to TSOs regarding their performance, developmental plan for personal and career growth, feedback to ZBM/RBM about the performance of each TSO direct report
• Talent Management within the area, finding out the right talent for the right role & nurturing talent

Key Interactions:

Internal

• GX Commercial Excellence Team
• GX Marketing Team

External

• Stockiest
• Chemists
• CFAs

Interview Preparation:

Roles and Responsibilities of an Area Sales Manager

Interview Questions – Area Manager in Pharmaceutical Companies