Page Break Role Area Sales Manager

Title/Designation Manager

Function Domestic Sales

Department Consumer Products Division - Sebamed

Reporting to Zonal Sales Manager

Job Grade/Level L5 (B)

Direct Reportees 5 - 6

Indirect Reportees NA

Page Break Role Objective: Drive and achieve sales targets and foster a positive organisational image among customers and within the industry while driving team performance and enhancing customer satisfaction

KEY RESPONSIBILITIES

Business Development

- ? Execute the defined sales and marketing strategy to drive sales in the assigned area
- ? Cascade the area targets into territorial targets by providing direction and support to Territory Sales Managers
- ? Assess sales performance to find opportunities and adjust tactics and strategies based on feedback and data
- ? Gather market feedback and communicate the generated insights to the marketing team
- ? Assist in developing effective stakeholder engagement strategies

Sales Management

- ? Approve standard visit list of doctors and chemists, including tour plans and Master Tour coverage Productivity Plan as per policy
- ? Validate new doctors and chemists in relevant geographies for potential inclusion
- ? Manage vacant areas by assigning doctors, including core, campaign, and high-potential doctors, and plan periodic visits during the vacancy period
- ? Validate visit frequency for doctors based on business needs and ensure compliance by the team
- ? Ensure inclusion of all key market chemists in the customer list as per policy
- ? Engage with core customers to drive desired business outcome
- ? Analyse field efforts and provide periodic feedback to Territory Sales Managers
- ? Support conversion of non-core doctors to core doctors to improve sales
- ? Conduct periodic review meetings with the team and update Zonal Sales Managers
- ? Prepare campaign customer lists in line and monitor its effectiveness by tracking prescription rates and sales data
- ? Conduct induction and central training programs, cycle meetings to understand campaigns and processes




- ? Prepare the team for in-clinic discussions by facilitating practice, strategy understanding, and product knowledge
- ? Manage team performance metrics by evaluating call average coverage and repeat coverage and implement plan of action to address gaps

Supply Chain Management

- ? Oversee retail chemist prescription and record prescription audit
- ? Ensure availability of new products and liquidation of non-moving or near-expiry products
- ? Guide the Territory Sales Managers in managing difficult stockists and ensuring effective communication with all stockists

Reporting and Stakeholder Engagement

- ? Ensure timely submission of all required documents consisting of daily call reports, monthly tour plans and expense statements
- ? Review sales data for Territory Sales Manager and capture revenue from core and non-core category doctors periodically
- ? Ensure that Territory Sales Manager follows up with doctors regularly
- ? Encourage doctor’s participation at continuous medical educations and conferences
- ? Recommend doctors for enrollment in relevant activities and follow up to ensure engagement

People and Culture

- ? Promote and embody the USV Credo
- ? Cultivate a positive and inclusive team culture that encourages collaboration and transparent communication.
- ? Guide the development of the function’s workforce and recruitment plans
- ? Foster a culture of meritocracy through periodic performance reviews of direct and indirect reportees, providing constructive feedback and recognition
- ? Oversee regular training to ensure the team has the latest knowledge and skills to excel and drive the organisation forward




- ? Identify high-potential candidates in consultation with the Zonal Sales Manager and groom them to take up the next role
- ? Guide reportees on operational, financial, and people matters, offering advice to overcome challenges, optimise performance to achieve sales

STAKEHOLDER INTERACTION

Page Break Type of Interaction: Internal

Interaction with: Zonal Sales Manager, Area Sales Manager, Territory Sales Manager, National Sales Manager,

Nature of Interaction: Effective communication in connection with instructions, requests or normal work tasks, motivating the team, handling escalations

Type of Interaction: External

Interaction with: KOLs / Core customers / Other Doctors / CFAs / Stockist / Chemists

Nature of Interaction: Basic explanation of products or services to customers or clients and communication around escalated or difficult queries with customers or clients

Page Break Page Break JOB REQUIREMENTS

Skilled Experience and Relevant Skills

- ? Minimum of 10 – 12 years of overall experience with at least 8years in Pharma Sales or FMCG
- ? Must possess team management skills, with the ability to motivate and guide the sales team to achieve targets. Excellent communication, negotiation and interpersonal skills for building and maintaining relationships with healthcare professionals and key stakeholders. Demonstrated ability in strategic planning and execution of sales and marketing strategies. Proven track record in business development and supply chain management. Proficient in data analysis and reporting

Academic Qualifications & Certifications

- ? Educational Qualification: Bachelor’s Degree in Business, Marketing or a related field, with a preference for a Master of Business Administration in Sales and Marketing

Behavioural Competency (Proficiency Levels from 1 – 5, with 1 being the lowest and 5 being the highest)

Achievement Orientation (4)

Problem Solving and Decision Making (3)

Integrity and Process Compliance (4)

Effective Communication (3)

Customer Orientation (3)

Team Management (3)

Collaboration (3)

Planning and Execution (3)

Page Break

📌 Area Sales Manager (Chandigarh)
🏢 USV
📍 Chandigarh