: Sales Operations Manager - Pharma

Location: Head Office, Mumbai

Work Mode: Work from Office - 6 Days a Week

Experience: 5-10 Years

Industry: Pharmaceutical - General Trade

Level: First-Line Manager (FLM) / Second-Line Manager (SLM)

Job Summary We are looking for an experienced Sales Operations Manager to drive sales performance, distribution expansion, and secondary sales across Maharashtra and Gujarat. The role involves managing distributor and stockist networks, improving field force productivity, monitoring sales operations, and implementing region-specific growth strategies to achieve business targets.

Key Responsibilities

- Manage distributor and stockist networks, ensuring efficient distribution, product availability, and sales growth.
- Drive secondary sales and product movement across chemists, retailers, wholesalers, and stockists.
- Optimize distributor performance, including primary sales, billing efficiency, stock availability, and ROI.
- Strengthen general trade operations and lead channel expansion across assigned markets.
- Monitor field force productivity, including daily calls, POB (Product Order Booking), coverage, call averages, and conversion ratios.
- Coordinate with field sales teams, including ASM/FSO-level employees, to achieve sales targets and improve execution.
- Conduct periodic field visits and joint working with team members to identify performance gaps and implement corrective actions.
- Analyze region-wise sales data, secondary sales trends, and productivity metrics to identify growth opportunities.
- Maintain sales dashboards and reporting systems, tracking daily, weekly, and monthly performance against targets.
- Monitor stock movement, inventory levels, expiry management,



scheme utilization, and product availability.
- Review outstanding payments and ensure timely collections.
- Evaluate scheme effectiveness and ROI, implementing corrective measures to improve sales and distribution efficiency.

Key Requirements
- Bachelor's degree in Pharmacy (B.Pharm.) or Science preferred; MBA in Sales/Marketing is an advantage.
- 5-10 years of experience in pharmaceutical general trade sales operations.
- Minimum 3-5 years of experience managing distributor-driven markets, with mandatory exposure to Maharashtra and Gujarat.
- At least 2 years of leadership experience in a sales function.
- Currently working at First-Line Manager (FLM) or Second-Line Manager (SLM) level.
- Strong expertise in secondary sales management, distributor networks, general trade operations, and channel expansion.
- Thorough understanding of D2R (Distributor to Retail) and D2S (Distributor to Stockist) models.
- Experience managing field sales teams and improving their productivity.
- Proficiency in Gujarati or Marathi is mandatory.
- Strong analytical, communication, team management, and data interpretation skills.
- Demonstrated execution capabilities and the ability to drive sales outcomes in a fast-paced environment.
- A robust academic record across SSC, HSC, graduation, and MBA, where applicable, is preferred.

Additional Information
- This is a head-office-based role, with the field sales team working under the guidance and coordination of the Sales Operations Manager.
- Six-day working week.
- Selection process: Two interview rounds; the final round is mandatory face-to-face (F2F).
- Mandatory: Gujarati or Marathi proficiency and relevant experience handling Maharashtra/Gujarat markets.

📌 Sales Operation Manager (Mumbai)
🏢 YO IT CONSULTING
📍 Mumbai