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Divisional Sales Manager

Chennai, TN
Job Code:
  • IT
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Job Details

Duties and Responsibilities (KPAs)Internal and External Customers1) Ensure proper understanding of company mission and vision among the team and ensure proper implementation of company strategies in the state. To create passion among the team toward the organizational goals.2) Developing corporate image among the KOLs. Develop KOLs in the region to ensure brand mix and sustained business as per company strategy. Also retain the current KOLs in the region. 3) Ensure to build a stable team of BOs, ABMs and RBMs. Analyse and minimise attrition and prepare special retention strategy for performers.4) Talent search, selection, retention and training of team members 5) Building rapport with the stockiest6) To maintain good relationship with unions and associations like FMRAI, Chemist and Druggists Association. 7) Initiating disciplinary action in consultation with HROperational Excellence1) Plan initiatives to ensure growth in the market share and prescriber base of brands in respective state.2) Ensure achievement of the core brands in the state. 3) Analyse specialty-wise contribution of the state, monitor and devise action plans for specialty and therapeutic category building.4) To give maximum profitability to the organisation by ensuring good product mix, minimum expiry and sales return and increasing return from most profitable brands. 5) To show the team the opportunities and potential of the market for all the products in the market. Share with them are ORG data during team meetings.6) Understanding the market and identifying newer opportunities. Develop new avenues like KOLs and Hospitals. To develop own customers who are trend setters in the market. 7) To maintain appropriate stocks at CFA as per demand in the market and ensure timely forwarding of Indent so that there is no shortage of stock in the state and zone.8) Organizing academic activity for doctors CME and conferences 9) Time to time feedback on competitor activity and new product launches to the marketing department10) To monitor and ensure return on investment 11) Ensure new product success by doing proper launch in each and every HQ. Ensure total compliance to the Product Launch SOP12) Analysing and identifying problem areas and key issues HQ wise and BO wise and giving solution for effective results 13) Proper Management of outstanding by ensuring timely collection.Learning and Development1) Plan a career succession and progression plan for team members. To create more leaders to take further responsibility.2) Ensure that all team members adhere to company norms and discipline like call average , chemist average, strategy implementation 3) Ensuring proper appraisal4) Analyse the activities of each team member and discuss to ensure their development. To develop competency and skills of the team members, like Product Knowledge, Detailing Skills, In-clinic Performance etc. 5) Development of Self in terms of Detailing, Product Knowledge, Analytical Skills etc.6) Ensure all new inductees at all level undergo Zonal Induction Program and Basic Training Program. Qualification Any Graduate.Experience Minimum 12yrs 15 yrs of experience in pharma selling. Should have at least 3-4 years of experience as a 3rd line manager in reputed organisation. Age 42-45 Years Desirable Skills Must have a demonstrated ability to promote and sell goods, services and concepts. Demonstrated effective communication skills are required, as well as ability to work as per company strategy Strong understanding of customer and market dynamics and requirements. Build trust, value others, communicate effectively, effective execution of company strategy, foster innovation, focus on the customer, collaborate with others, solve problems creatively and demonstrate high integrity. Proactively establish and maintain effective working team relationships with all support departments and company employees. Established track record in effective leadership talents which includes people development. Exposed to Superior sales and management skills with accomplishments all through his/her career. Excellent written, oral communication and presentation skills.
Additional Degree: BA (Arts) | B.Com. (Commerce) | B.Pharm. (Pharmacy) | B.Plan. (Planning) | B.Sc. (Science) | BBA/ BBM/ BBS | BCA (Computer Application) | Diploma-Other Diploma | B.Ed. (Education) | BHM (Hotel Management)

Experience: 3-4


Business Analyst | Marketing Strategy | Channel Sales | Client Servicing
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