Role & responsibilities
KEY RESPONSIBILITIES
Sales Management
- Implement regional sales strategy aligned with business objectives
- Engage with high-value prescriber by establishing strategic partnerships with HCPs, Key Account Management (KAM) at corporate hospitals and healthcare institutions
- Develop the team for in-clinic value addition through detailing practice, strategy understanding and product knowledge
- Oversee implementation of core activities within headquarters to generate desired returns
- Foster strong relationship with core customers to achieve desired business outcomes
- Supervise the management of vacant headquarters to ensure business continuity
- Drive cycle meetings to understand campaigns and processes
- Review coverage of Area Business Manager and sales associates' standard visit list
- Conduct periodic review meetings to monitor performance
- Support Zonal Business Manager in improvement of underperforming headquarters
- Monitor performance of new brands and provide insights to Zonal Business Manager
- Support Zonal Business Manager in conducting audits to ensure compliance in sales processes
- Support in classification of core customers to optimise prescription generation
Supply Chain Management
- Evaluate and recommend stockists to ensure a strong distribution network
- Optimise sales hygiene by analysing the pharmaceutical supply chain to manage inventory
- Monitor inventory levels and drive liquidation of non-moving and near-expiry products
- Monitor and maintain adequate inventory at all levels
- Stay informed about online stockists and their impact
- Identify and onboard new stockists based on business expansion needs, ensuring strong partnerships for sustained growth
Stakeholder Engagement
- Drive relationships and business outcomes from core customers
- Build and maintain strong relationships with Key Business Leaders (KBL) to enhance business generation
- Interact with core customers as per coverage norms and resolve any dissatisfaction
- Approve and ensure attendance of HCPs for educational activities
- Develop equity with channel partners including retailers and stockists
- Foster strong relationship with Key Account Management at Institutions /Hospitals/ Corporate Hospital Business
People and Culture
- Promote and embody the USV Credo
- Guide reportees to overcome challenges and optimise performance to achieve sales
- Conduct differential recruitment and induction to ensure job fit and culture fit candidates are onboarded within timelines
T. Develop a high-performance culture through periodic reviews, feedback, and action planning
- Provide trainings to ensure the team has the latest knowledge and skills to excel and drive the organisation forward
- Identify high-potential sales associates in consultation with the Zonal Business Manager and groom them to take up the next role
- Foster a culture of team collaboration, both within and between teams
- Demonstrate the ability to build and lead a team effectively
- Facilitate interactions with HCPs and Key Business Leaders to strengthen relationships and generate valuable
insights and returns for the organisation
STAKEHOLDER INTERACTION
Type of Interaction: Internal
Interaction with:
Marketing and relevant cross functional teams
Nature of Interaction:
accounts. Communication requiring some level of diplomacy, coordination, synergy and sensitisation on IR matters
Type of Interaction: External
Interaction with:
Operators/ Corporate accounts, Hospital institutions, and Modern trade partners
Nature of Interaction:
Preferred candidate profile
Minimum of 8 years of overall experience in Pharma Sales and 2 years in relevant roles
- Must demonstrate assertiveness, negotiation skills, and resilience in handling corporate hospitals and Key Account
Management (KAM) relationships. Strong communication skills are essential for high-stakes business discussions and
multi-team collaboration
- Must possess a proven track record of driving high performance teams through excellent planning, communication,
networking and data-driven decision-making
Academic Qualifications & Certifications
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Educational Qualification:
Bachelor of Science (BSc) / B. Pharma Graduate
