Territory Sales Manager
Job Description
JOB DESCRIPTION
Role Territory Sales Manager
Title/Designation Junior Officer
FunctionDomestic Sales
Department Consumer Products Division - Sebamed
Reporting to Area Sales Manager
Job Grade/Level L2 (C)
Direct ReporteesNA
Indirect Reportees NA
Role Objective: Achieve and exceed sales targets in the assigned territory by implementing effective marketing and sales strategies to cultivate a positive image of USV
KEY RESPONSIBILITIES
Sales Management
- ? Prepare and periodically update a standard visit list of doctors and chemists, including tour plans and MTCPP as per policy
- ? Identify new doctors and chemists in relevant geographies for potential inclusion
- ? Achieve and exceed assigned targets and implement a plan of action to address performance gaps
- ? Facilitate conversion of non-core doctors to core doctors to improve sales
- ? Conduct periodic review meetings with the team and provide updates to Area Sales Manager
- ? Prepare campaign customer lists in line and monitor its effectiveness by tracking prescription rates and sales data
- ? Provide market feedback to managers and the marketing team for the development of strategies
- ? Participate in induction and central training programs, cycle meetings to understand campaigns and processes
- ? Participate in joint calls with managers and provide inputs as required
Supply Chain Management
- ? Conduct retail chemist prescription audit and record prescription generation
- ? Ensure the availability of existing and new products to business partners
- ? Check liquidation of near-expiry products by managing stock effectively
- ? Coordinate with stockists to ensure sufficient stock is available as per market demand
Reporting and Stakeholder Engagement
- ? Submit documentation consisting of periodic daily call reports, monthly tour plans to relevant teams
- ? Consolidate call details and share with Area Business Managers within timelines
- ? Update sales data in the review formats, dashboards and other data sources and attend review meetings
- ? Submit relevant details, including non-core, if any, on the EVENCO portal
- ? Interact with doctors and chemists consistently, ensuring effective delivery of communication and follow-up after Continuous Medical Educations and conferences
People and Culture
- ? Adhere to and ensure Credo values are demonstrated
- ? Attend mandatory training as published by the L&D team
- ? Set timely goals in alignment with KRA/KPI guidelines and achieve the agreed-upon targets
STAKEHOLDER INTERACTION
Type of Interaction: Internal
Interaction with: Area Sales Manager, Territory Sales Manager, Zonal Sales Manager, National Sales Manager
Nature of Interaction: Effective communication in connection with instructions, requests or work tasks
Type of Interaction: External
Interaction with: KOLs / Core customers / Other Doctors / CFAs / Stockist / Chemists
Nature of Interaction: Influence customers through detailed technical explanation of products to external customers or clients, influencing the customer.
JOB REQUIREMENTS
Professional Experience and Relevant Skills
- ? Must have minimum of 6 - 7 years of overall experience with at least 5 years in Pharma sales
- ? Possess relevant functional and process knowledge, regulatory aspects, and updated knowledge of advancements in his / her area of work
Academic Qualifications & Certifications
- ? Educational Qualification: Bachelor of Science (BSc), Bachelor’s Degree in Business, Marketing or a related field
- ? Behavioural Competency (Proficiency Levels from 1 – 5, with 1 being the lowest and 5 being the highest)
- ? Achievement Orientation(3)
- ? Problem Solving and Decision Making (2)
- ? Integrity and Process Compliance (3)
- ? Effective Communication (3)
- ? Customer Orientation (3)
- ? Collaboration (3)
- ? Planning and Execution (3)