District Sales Manager / Area Sales Manager Otsuka Pharmaceutical India Pvt Ltd

6.0 - 11.0 years

6 - 11 Lacs

Cochin / Kochi / Ernakulam, Kerala, India

On-site

Products: Intravenous Therapy Role & Responsibilities Own the Sales Planning & Achievement for respective geography for assigned therapy to ensure 100% budget achievement through his / her team. Create monthly/weekly primary & secondary sales achievement plan (budget) for assigned territories and communicate it to team. Drive performance of NPP (New Product Portfolio) & PPP (Progressive Product Portfolio) as per planned budget and target market potential through optimum target allocation. Plan and execute (through team) local strategies to convert doctors, engage chemists, enhance business results. Control & monitor business results and performance of all team members to ensure no SOP deviation and optimum performance of the team Monitor tour plans, basic working (calls, coverage) of team and ensure optimum doctors coverage team. Analyze ROI of promotional activities, major sponsorship, discounted business etc. Review of Secondary sales movement at stockist/chemist points to minimize expiry/sales returns/non-moving products. Allocation of resources to team members in line with their therapy needs / marketing material available. Conduct effective team review meetings. Manage external Stakeholders to ensure ongoing business results Identify KBLs and major business accounts/hubs. Execute Annual Engagement plan for KBLs/KOLs as per their customer profiling. Nurture stakeholder relationships through consistent visits. Create retention plans to prevent loss of prescribers to competition. Monitor secondary and primary business against the sales plan weekly; Engage stockists, semi-Stuckists, panel chemists. Own spotting and referrals of potential candidates and Induction of new joinees as well as engagement of existing team members Proactively spot talent for a particular therapy/ territory. Conduct preliminary screenings of spotted talent and refer accordingly. Ensure implementation of onboarding SOP and handhold new joinee to achieve his/her goals. Engage team members basis their individual profiles. Address and resolve all concerns / challenges relating to TMs as the first point of contact. Drive performance management & team development to increase effectiveness that will yield better on-field results Provide ongoing feedback to the team to improve performance. Deliver on-the-job trainings through joint field work. Identify high potential talent within the team and coach them to take on future roles. Reward and recognize team on an on-going basis.

Posted 1 month ago

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