Area Sales Manager (Mumbai), ACG Capsules

• Deliver the sales targets and continuously strive to maintain and increase the market share of the assigned territory to achieve the overall capsules’ sales strategy.

Strategic and planning

• Prepares Annual Budget for the territory and achieves targeted sales volumes

Functional

• Establish, maintain and expand customer base in the area. Identify and actively search for new prospects, analyse the sales potential and plan sales activities for commercial development
• Ensures price realization and collection from the customers as per the credit limits.
• Develop and manage an efficient sales network to improve sales performance
• Regularly visit customers for sales & business development.
• Conduct market research to understand competitors and market trends
• Look out for value selling opportunities by Providing innovative ideas and suggestions to improve the market presence.
• Identify new product opportunities at existing and new prospects, coordinate for development of a customized viable solution and steer the concept to commercialization of the same.
• Prepare and develop quarterly rolling forecasts for regular and new products and report the achievement, variances and relevant market information on the same monthly to zonal/regional sales head.

• Ensure that the CRM (Sales force) is updated timely and accurately with the customer visits, all existing and new business opportunities are completed as per the defined policies
• Prepare MIS reports on a regular basis using power BI develop timely action plan to meet the defined targets of the territory
• Updates self with developments in pharma industry and how can the same be capitalized through innovative solutions

****Any other additional responsibility could be assigned to the role holder from time to time as a standalone project or regular work. The same would be suitably represented in the Primary responsibilities and agreed between the incumbent, reporting officer and HR.

• Sales volume
  • Target
  • Growth % year on year
• Sales revenue
  • Target
  • Growth % year on year
• Repeat order rate
• Customer retention rate
• Conversion rate (percentage of new leads converted in that territory)
• % of sales & revenue generated from new products and new customers.

Internal Interfaces

External Interfaces

• Zonal Sales (Target Setting)
• Plant Operations
• Quality and Regulatory affairs
• Technical Service
• Customer Service
• Scientific Business Development
• Planning, despatch & logistics

• Customers