Job Title - Area Sales Manager

Chennai & Cochin | OPEN

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Primary Role

  • Front-line sales and managing day-to-day activities of PSRs to meet the sales revenues

Key Responsibilities

  • * Responsible for achieving sales targets for the area assigned (division wise and brand wise)
  • * Understanding customer needs and ensuring effective execution of processes (RCPA, Doctor Call, Doctor Coverage, CRM, Strategy Implementation etc.)
  • * Review sales targets achievement of PSRs
  • * New Product Sales Achievement
  • * Capture and provide market data / intelligence on new products (pre & post launch)
  • * Identify customer base for new products based on RCPA
  • * Recruitment, induction and on the job training for PSRs
  • * Orient PSRs on marketing communication
  • * Ensure continuous learning for PSRs to keep themselves abreast
  • * Build and maintain good relations with key customers
  • * Conduct periodic review & assessment for PSRs on all field related aspects
  • * Coordinate with HR in disciplinary aspects and ensure adherence to the process
  • * Monitoring of inventory at stockist levels including validation of stock statements, breakages, expiries, non-moving items etc., and initiate appropriate  action plan
  • * Identify potential talent and support in grooming

Job Specifications

  • * Science / Pharmacy graduate
  • * 5-6 years of pharma sales experience. Specialty products sales will be an advantage
  • * Ability to motivate teams and drive performance
  • * Proficiency in using sales / marketing software & devices

Key Competencies

  • * Communication Skills – Effectively expresses ideas and facts concisely and in an organized manner through oral and written communication
  • * Team Leadership – Driving the team towards results by setting right goals and providing constructive feedback
  • * Customer Focus – Making customers and their needs a primary focus; developing and sustaining productive customer relationships
  • * Information Monitoring – Setting up ongoing procedures to collect and review information needed to manage ongoing activities
  • * Persuasiveness – Using appropriate interpersonal styles and communication methods to gain acceptance of a product, service, or idea from prospects and clients

Internal and External Customers

Internal Customers

  • * Strategy
  • * Marketing
  • * Supply Chain
  • * Brand Management/ Promotion

External Customers

  • * Customers
  • * Distribution network
  • * Suppliers
  • * Importers

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