Zonal Sales Manager – Institution Sales – South | Cipla | Chennai

Business Development, Institutional Business/B2B, Regional Manager, Sales & Marketing, Sales Manager/ZSM/3rd Line
Tamil Nadu
June 18, 2023
Full Time
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Job Overview

  • Date Posted
    June 18, 2023
  • Location (State / UT)
    Tamil Nadu
  • Expiration date
    January 24, 2025
  • Experience
    12 Years, 15 Years
  • Gender
    Any
  • Desired Qualification
    Bachelor Degree

Job Description

Purpose:

Frame and drive execution of a profitable sales strategy for a specific therapy within the assigned geography within regulatory norms and organizational policies with the objective of achieving the zonal goals in terms of overall sales and therapy area sales targets

Role & Responsibilities:

1. Strategic/Policy

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

2. Operational / Process Account Management:
  • 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, and 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
  • 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) Customer engagement:
  • Identify the decision-making and influencing network (within and those impacting the accounts) for the Reimbursement bodies identified within the region
  • Develop/maintain effective relationships with national, regional or local bodies/government officials and any other key stakeholders and decision-making authorities within prioritized accounts
3. Formulary planning and Inclusions

Desired Candidate Profile

Education Qualification

B.SC / B.Pharma

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,

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