Job Summary:

The Sales Operations Manager will be responsible for driving sales performance across

Gujarat and Maharashtra through an efficient distributor and stockist network. The role

focuses on strengthening secondary sales, improving distribution reach, ensuring

distributor field force productivity, delivering sales target and executing region-specific

growth strategies. The ideal candidate should have strong expertise in general trade

pharma operations and distributor-led business models.

Key Responsibilities:

- Drive primary and secondary sales through distributor and stockist networks

across Gujarat & Maharashtra

- Ensure solid secondary movement at chemist and retailer levels

- Manage and optimize distributor performance, including primary sales, stock

availability, billing efficiency, and ROI

- Strengthen general trade channels – retailers, chemists, and wholesalers

- Monitor and improve distributor field force productivity (daily calls, POB,

conversion ratios)

- Track and achieve monthly, quarterly, and annual sales targets

Analytical & Operational Excellence:

- Strong understanding of D2R (Distributor to Retail) and D2S (Distributor to

Stockist) models

- Analyze sales data, secondary trends, and productivity metrics

- Track region-wise performance and growth drivers

- Provide actionable insights to improve sales and distribution efficiency





- Maintain strong reporting systems and dashboards

Monitoring & Control:

- Track daily, weekly, and monthly sales performance vs targets

- Monitor secondary sales and stock movement at distributor level

- Ensure adherence to call average, coverage, and productivity benchmarks

- Review POB (Product Order Booking) and conversion efficiency regularly

- Conduct periodic field visits and joint working with team members

- Monitor stock levels, expiry management, and product availability

- Track scheme utilization and ROI effectiveness

- Review outstanding payments and ensure timely collections

- Identify performance gaps and implement corrective action plans

Key Requirements:

- Graduate (Science/Pharma preferred); MBA in Sales/Marketing is an advantage

- 5–10 years of experience in pharma general trade sales operations

- Minimum 3–5 years in handling distributor-driven markets (Gujarat/Maharashtra

preferred)

- Strong exposure to secondary sales management and channel expansion

- Experience in managing field teams (ASM/FSO level)

- Good analytical and data interpretation skills

Pay: ₹1,800,000.00 - ₹2,300,000.00 per month

Benefits:

- Health insurance
- Provident Fund

Application Question(s):

- What is your current CTC & Notice period?

Work Location: In person

📌 Pharma Sales Operations Manager (India)
🏢 Dinero Solutions
📍 India