Zonal Sales Manager – Institution Sales – North | Cipla | Delhi

Job Description

Role & Responsibilities:

• Develop the strategic plan for institutional sales in the Reimbursement accounts for the region by taking a short-, mid-and long-term view of the business.
• Analyze and understand the impact of macroeconomic factors and industry trends on the Reimbursement institutional sales business and create account plans accordingly to optimize sales opportunities.
• Conduct sales analytics for the entire region for Reimbursement institutional sales to help draw out trends that impact future business plans and provide inputs to the business manager for driving growth.
• Track tenders released by Reimbursement accounts and collaborate with institutional teammates to respond in a timely manner.
• Stay updated about changes in terms and conditions, criteria for selection of products, competitor mapping with public bodies like Health Ministry – Secretary and Joint Secretary (Health), CGHS Directorate, Board Members of Railways, Director General Armed Force Medical Store, Medical Commissioner, ESIS and international agencies helping state-wise purchase.
• Create awareness of scientific differentiation of Cipla Limited brands so that we are included in the e preferred list of products for the accounts managed.
• Manage a set of prioritized (designated) accounts to achieve agreed business objectives.
• Monitor the progress of accounts managed and evolve action plans as appropriate (monitor account contacts, plan execution, profit, value, volume growth, and market share)

Relevant Work Experience:

• 12 – 15 years of experience in Government Institutional Sales leading a large and geographically diverse sales team in the pharmaceutical industry
• Should have people management experience as 3rd line manager in a similar role.
• Experienced managers in a key account management function, responsible for agreed-upon targets for the assigned accounts. Primarily responsible for key stakeholder relationships within targeted accounts, developing a deep understanding of individual customer needs, and identifying mutually beneficial solutions for both Cipla and customers through the creation and execution of account business plans.
• Responsible for complete ownership of assigned Key Accounts; develop product-specific and portfolio strategies in line with goals and customer needs; align Account strategy with other key Sales, Marketing, Patient Access, Medical, and Managed Care functions and ensures cross-functional resources and support.
•  Leads negotiations, contracting, pull-through, and formulary management with assigned Key Accounts. Creates and implements programs designed to build long-term relationships with Accounts, based on a deep understanding of the customer organization, structure, business strategy, and Priorities. Builds and sustains long-term customer partnerships with assigned Key Accounts,