Sales Head
- Cadila Pharmaceuticals
- 12 - 20 years
- Kolkata
- 3 months ago
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Job Description
Desired Qualification: MBA / PG Diploma in Sales & Marketing full time / part time from reputed institution
Desired Experience: Should have at least 12-15 years of experience in Pharmaceutical Sales Management
with adequate exposure across various therapies in reputed organisation of which last 2-3 years should have
been handling a PAN India team and handling a high business volume
Direct Reports: Qualification of Current Job Holder:
Position presently Occupied by (Name): EMP Code:
Major Purpose of the Job : (Exactly spell out key deliveries/results expected from this job):
The jobholder shall be responsible for cascading the direction of SBU Head /HOD and providing appropriate
leadership and direction to the field force in ensuring achievement of budgeted sales targets, implementation
of marketing strategies, KOL strategies, pre-determined Dr call average, market penetration and MCR
coverage by the field force. The jobholder along with HOD will devise action plans to improve the productivity
and performance of each Field Staff through internal / external benchmarking
Principal Tasks & Responsibilities: (Please write all the major jobs that the employee is required to
carry out)
1. Achievement of Budgeted Targets
Achieve the budgeted sales targets and brand wise sales targets and growth targets for the
respective geographical region in line with the divisional objectives
Achieve sales target with profit as budgeted
Achieve product mix as budgeted and market share as applicable to the therapy
Prepare Sales Plans, Forecast Plans and achieve weekly and monthly sales targets
Effective Intervention in low performance territories, low YPM territories through focused efforts
(joint field work) of self and respective line managers
Ensure Business Hygiene parameters: Reduction of Expiries / Breakages, Nil Sales Return & Nil
Cheque Bounce, Liquidation of stocks more than 90 days at C&F locations
Adherence to policies and implementation of activities as per company SOPs
Ensure sales forecast and collection
JOB DESCRIPTION
2. . Team Building / Leadership & Direction
Address the competence and discipline requirements of field officers and managers through
training, coaching & counseling
Field induction and training, coaching, and mentoring of reportees
Support HOD in acting as an integrating mechanism between Marketing and Sales Teams and
thereby ensuring proper team work and productivity
Support the HOD and Orgn in achieving 100% deployment of field staff, improving retention of
team members through effectively cascading inter departmental initiatives
Support the Orgn in developing people and readying them for meeting Internal Promotion
requirements
3. Effective Implementation
Ensure achievement of Key Performance Indicators like Dr. Call Average, MCR coverage, KOL
coverage, YPM Parameter etc of each field officer and each line manager
Implementation of company strategies
Study competition strategy and use it to tackle sales challenges
Ensure effective implementation of marketing strategies and / or programs by the field force in the
region
Provide objective customer feedback on Marketing programs to HOD and PMT by gathering
information from field and through self observation during field work
4. Customer Management / KOL Management
Cascade and implement the KOL strategy
Improve ROI from KOLs through ensuring periodical visits by self and team
5. Product Management / Development
Development of 2 nd line brands into large contributors with economies of scale and high Market
Share
Successful launch and establishment of new products by the field force
Be the ambassador for the company and set high levels of standards and professionalismRole & responsibilities
Preferred candidate profile
Job Classification
Industry: Pharmaceutical & Life SciencesFunctional Area / Department: Sales & Business DevelopmentRole Category: Retail & B2C SalesRole: Sales Head (B2C)Employement Type: Full timeContact Details:
Company: Cadila PharmaceuticalsLocation(s): Kolkata
Keyskills: NSM
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