Company: PINACON PHARMA PRIVATE LIMITED

Position: Area Sales Manager (ASM)

Industry: Pharmaceutical

Department: Sales & Marketing

Location/HQ: North 24 Paraganas

Reporting To: Regional/Divisional Sales Manager / Management

Job Purpose To lead, guide and develop the field sales team for achieving assigned business objectives through effective doctor coverage, prescription generation, territory development, secondary sales growth, stockist management and implementation of company marketing strategies.

The ASM is expected to lead the team from the front, regularly work in the field with Medical Representatives, develop key doctors and ensure disciplined execution of company plans.

Key Responsibilities

1. Team Management & Leadership

- Manage, guide and motivate the assigned Medical Representatives.
- Accompany MRs in the field for joint work, coaching and performance improvement.
- Conduct regular field visits and review individual MR performance.
- Develop the team's product knowledge, communication skills and selling effectiveness.
- Identify performance gaps and take corrective action in coordination with management.
- Maintain professional discipline, punctuality, reporting and field activity standards.

2. Sales & Business Development

- Achieve assigned monthly and quarterly sales targets.
- Drive secondary sales and ensure healthy movement of products through stockists.
- Develop current business opportunities within the assigned territory.
- Ensure adequate availability and movement of focus brands.
- Monitor product-wise,



territory-wise and MR-wise sales performance.
- Work toward sustainable business growth rather than short-term primary stock loading.

3. Doctor Coverage & Prescription Generation

- Ensure effective doctor coverage by the field team.
- Personally develop and retain key prescribers.
- Accompany MRs for important/key doctor calls.
- Identify potential doctors and convert non-prescribers into regular prescribers.
- Ensure regular follow-up with existing prescribers for prescription retention.
- Monitor Rx generation and product-wise doctor performance.

4. RCPA & Market Intelligence

- Conduct and verify RCPA regularly with the field team.
- Monitor competitor brands, pricing, promotional activities and market practices.
- Identify opportunities, threats and potential prescribers in the territory.
- Submit relevant market intelligence to management.

5. Stockist & Distribution Management

- Maintain healthy relationships with stockists and distributors.
- Monitor stock availability, secondary sales and outstanding payments.
- Ensure timely submission and verification of stockist statements.
- Coordinate with the sales team to avoid stock-outs and unnecessary inventory accumulation.
- Ensure proper execution of company commercial policies.

6. Field Work & Territory Development

- Conduct regular joint field work with MRs.
- Plan daily and monthly field coverage effectively.
- Ensure the team follows the approved tour programme and call schedule.

📌 Area Sales Manager | Pharma Company (North 24 Parganas)
🏢 Pinacon Pharma
📍 North 24 Parganas