District Sales Manager | Rajkot | Otsuka Pharma

Job Description

Own the Sales Planning & Achievement for respective geography for assigned therapy to ensure 100% budget achievement through his / her team
  • Create monthly/weekly primary & secondary sales achievement plan (budget) for assigned territories and communicate it to the team
  • Drive performance of NPP (New Product Portfolio) & PPP (Progressive Product Portfolio) as per planned budget and target market potential through an optimum target allocation
  • Plan and execute (through team) local strategies to convert doctors, engage chemists, enhance business results
Control & monitor business results and performance of all team members to ensure no SOP deviation and optimum performance of the team
  • Monitor tour plans, basic working (calls, coverage) of the team and ensure optimum doctors coverage team
  • Analyse ROI of promotional activities, major sponsorship, discounted business, etc.
  • Review of Secondary sales movement at stockist/chemist points to minimize expiry/sales returns/non-moving products
  • Allocation of resources to team members in line with their therapy needs/marketing material available
  • Conduct effective team review meetings
Manage external Stakeholders to ensure ongoing business results
  • Identify KBLs and major business accounts/hubs
  • Execute Annual Engagement plan for KBLs/KOLs as per their customer profiling
  • Nurture stakeholder relationships through consistent visits -Create retention plans to prevent the loss of prescribers to competition
  • Monitor secondary and primary business against the sales plan weekly; Engage stockists, semi-stockists, panel chemists
Own spotting and referrals of potential candidates and Induction of new joiners as well as engagement of existing team members
  • Proactively spot talent for a particular therapy/ Territory
  • Conduct preliminary screenings of spotted talent and refer accordingly
  • Ensure implementation of onboarding SOP and handhold new joined to achieve his/her goals
  • Engage team members basis their individual profiles
  • Address and resolve all concerns/challenges relating to TMs as the first point of contact
Drive performance management & team development to increase effectiveness that will yield better on-field results
  • Provide ongoing feedback to the team to improve performance
  • Deliver on-the-job training through joint fieldwork
  • Identify high potential talent within the team and coach them to take on future roles
  • Reward and recognize the team on an ongoing basis

Qualification: B.Sc, B.Pharma, Graduation

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