Job Summary

The Sales Manager will be responsible for driving sales performance across Gujarat and Maharashtra through an productive distributor and stockist network. The role focuses on strengthening secondary sales, improving distribution reach, ensuring distributor field force productivity, delivering sales targets, and executing region-specific growth strategies. The ideal candidate should have strong expertise in pharmaceutical general trade operations and distributor-led business models.

Key Responsibilities

Drive primary and secondary sales through distributor and stockist networks across Gujarat and Maharashtra. Ensure strong secondary sales movement at the chemist and retailer levels. Manage and optimize distributor performance, including primary sales, stock availability, billing efficiency, and ROI. Strengthen general trade channels, including retailers, chemists, and wholesalers. Monitor and improve distributor field force productivity (daily calls, POB, and 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 sales trends, and productivity metrics. Track region-wise performance and identify 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 against targets. Monitor secondary sales and stock movement at the distributor level. Ensure adherence to call average, market 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 from a reputed Tier-2 institute preferred. Strong academic record throughout SSC, HSC, Graduation, and MBA. Minimum 5 years of experience in pharmaceutical general trade sales operations, along with 2 years of leadership experience in a sales function. Minimum 3–5 years of experience handling distributor-driven markets (Gujarat/Maharashtra preferred). Experience working in a high-growth startup in retail/B2B businesses such as Udaan, Tata 1mg B2B, PharmEasy B2B, or similar organizations. Strong exposure to secondary sales management and channel expansion. Experience managing field teams (ASM/FSO level). Good analytical and data interpretation skills.

Strong execution ("hustling") capability with the ability to drive outcomes in a fast-paced environment. Selection Assignment Candidates are required to submit a half-page note describing a project they are most proud of, highlighting: Their role Challenges faced Actions taken Measurable outcomes achieved

Pay: ₹2,000,000.00 - ₹2,300,000.00 per year

Benefits:

- Health insurance
- Provident Fund

Application Question(s):

- What is your current CTC & notice period?

Work Location: In person

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