A. Sales Target & Business Achievement

- Achieve monthly, quarterly and annual sales targets for the assigned area.
- Prepare and implement area-wise sales plans.
- Monitor Primary Sales, Secondary Sales and POB.
- Analyse product-wise, HQ-wise and territory-wise performance.
- Identify sales gaps and implement corrective action plans.
- Ensure effective execution of product launches, schemes and promotional activities.

B. Team Management
- Manage, guide and motivate Medical Representatives (MRs).
- Set individual targets and review performance regularly.
- Conduct daily/weekly/monthly team reviews.
- Monitor MR productivity, call averages and field working.
- Conduct joint field work with MRs and provide coaching.
- Identify performance gaps and provide appropriate training and guidance.
- Support recruitment and onboarding of new sales employees.
- Ensure proper territory and doctor allocation among team members.

C. Doctor Coverage & Prescription Generation
- Ensure effective coverage of doctors as per company-approved call plans.
- Monitor doctor-wise productivity and prescription generation.
- Develop relationships with important doctors and healthcare professionals.
- Monitor new doctor additions and product conversions.
- Ensure proper implementation of product detailing and promotional strategies.
- Identify high-potential doctors and develop appropriate action plans.

D. Chemist & Stockist Management
- Ensure adequate product availability in the assigned area.
- Maintain regular contact with stockists and key chemists.
- Monitor POB generation and order conversion.
- Review chemist coverage and product movement.
- Coordinate with stockists regarding stock availability and supply issues.
- Support outstanding recovery in coordination with the concerned team.

E. Field Work & Joint Working
- Conduct regular joint field work with MRs.
- Accompany team members for doctor and chemist calls.
- Evaluate field performance and provide on-the-job coaching.




- Verify actual market coverage and working standards.
- Ensure proper implementation of tour plans.

F. DCR, Tour Plan & Reporting
- Ensure timely and accurate submission of Daily Call Reports (DCR).
- Review tour plans and daily field activity.
- Monitor doctor calls, chemist calls and productive calls.
- Track missed calls and coverage gaps.
- Review daily/evening reports and take corrective action.
- Submit accurate weekly and monthly reports to the RSM.

G. Market Development
- Identify new doctors, chemists, stockists and potential territories.
- Develop vacant and underdeveloped areas.
- Analyse competitor activity, pricing and promotional practices.
- Provide market feedback to the RSM.
- Support expansion into new HQs and territories.

H. Product & Sales Promotion
- Maintain strong knowledge of all company products.
- Ensure proper product communication by MRs.
- Monitor implementation of promotional campaigns.
- Ensure promotional materials are used appropriately.
- Provide feedback regarding product acceptance and market response.

I. Discipline & Compliance
- Ensure compliance with company policies and reporting procedures.
- Maintain discipline and professional conduct within the team.
- Ensure timely submission of DCR, tour plans and expense reports.
- Maintain confidentiality of company and customer information.
- Report major market, employee or compliance issues to the RSM.

1. Key Performance Indicators (KPIs)

ASM performance will be evaluated based on:
- Area Sales Target Achievement
- Primary Sales
- Secondary Sales
- Product-wise Sales Growth




- POB / Order Generation
- Doctor Coverage
- New Doctor Addition
- Doctor Conversion / Prescription Growth
- Chemist Coverage
- Product Availability
- MR Call Average
- Team Productivity
- DCR Compliance
- Tour Plan Compliance
- Stockist Development
- New Territory / HQ Development
- Team Discipline & Reporting
- Outstanding Recovery Support

1. Required Skills

- Team leadership and people-management skills
- Good communication and interpersonal skills
- Strong doctor relationship-building ability
- Pharmaceutical / Ayurvedic sales knowledge
- Sales planning and target achievement ability
- Field coaching and team motivation skills
- Negotiation and problem-solving skills
- Good knowledge of MS Excel and sales reporting
- Knowledge of CRM / DCR / Sales Force Automation systems
- Willingness to travel extensively

1. Preferred Experience

- Minimum 3 years of relevant experience in Pharmaceutical / Ayurvedic sales.
- Experience as a Medical Representative with successful field performance.
- Prior experience handling a team of MRs will be preferred.
- Experience in Ayurvedic / herbal / pharmaceutical products will be an advantage.

1. Travel Requirement

Regular travel within the assigned area is required for:
- Joint field work with MRs
- Doctor visits
- Chemist visits
- Stockist meetings
- Market development
- Team meetings and training
- Recent territory development

1. Authority & Accountability

The ASM is responsible for the sales performance, market development and productivity of the assigned area and the MRs working under the area. The ASM will be accountable to the RSM for achieving assigned targets and ensuring effective implementation of company policies, sales strategies and reporting systems. Pay: ₹35,000.00 - ₹40,000.00 per month

Education

- Bachelor's (Required)

Experience:
- Pharmaceutical sales: 5 years (Required)

Work Location: Remote

📌 Area Sales Manager (Rajkot)
🏢 Dr. Palep's Medical Research Foundation
📍 Rajkot