Area Sales Manager

The successful candidate will be responsible for developing and managing a team of HSE’s for achieving sales targets in their assigned region. They will also be responsible for developing, implementing, and executing sales strategies and plans, giving competitor activity feedback to RSM, and maintaining strong relationships with key clients. Role will require significant travel with the in assigned territory.

Responsibilities

• Drive achievement of company sales targets (Monthly, Quarterly and Annually) both in Primary & Secondary, with tight control on commercial policy discipline.
• Manage distributor inventory, ensuring that there are no short supplies or expiries by visiting all stockists at least twice a month.
• Update stockist on all major product updates and rate changes and coordinate with the HO distribution team to resolve all stockist query.
• Create and constantly improve / modify Sales Plan of their territory based on: • Analysis of market trends & competitor activities • Analysis of our own sales (SKU wise), volumes and net prices / discounts • Right selection of Hospitals to be covered
• Manpower planning, deployment field training and coaching, redeployment as necessary based on sales analysis and ensure minimal attrition.
• Lead with building direct and personal relationships with key decision makers in key customers – eg KOL’s, HOD’s, CIP (Commercially Important Person) etc.
• Proactively recommend activities, promotions as needed to RSM.
• Insure compliant execution activity in timely manner in submission of reports and claims of the same within a week.
• Anticipate and address problems in a timely manner be it with our Team, Customers or Distribution.
• Ensure legal compliance in all aspects.

Skills and Competencies Managerial

• Results Orientation and Action Orientation
• Planning and Analytical ability
• Persuasive Influencing skills, High Relationship Skills and engage internal stakeholders effectively
• Leadership and strong commitment to Coaching and mentoring of team
• Good English comprehension and communication
• Executive Maturity, Self-motivated and positive
• Managerial Courage and Risk-Taking Ability

Technical Skills (Desirable)

• Strong understanding of pharmaceutical use in hospitals, especially Antimicrobials.
• Proven expertise in Hospital sales, with good understanding of their purchase decision making process
• Proficient with MS office and other online reporting tools

Industry

• Pharmaceutical (preferably from Antimicrobials)
• Medical Devices (preferably from Critical Care)