Job description
Manage the Area Sales team through positive planning and deployment and builds rapport with key customers and expands customer base to achieve sales financial objectives, customer satisfaction and market share for the assigned area in alignment with the overall objectives of the Commercial team.
Achieve Sales Target for the Area in alignment with the Overall commercial plan
Ensure systems are in place to allow sales team to receive their sales targets as per the predefined budget
Responsible for the achievement of volume, revenue and profit targets in territory
Initiate changes to use existing resources and forecast changing requirements and recommending changes as necessary
Ensure sales plan implementation – tracks, pushes and motivates sales team, reports and evaluates the progress together with the sales team and adjusts the plan
Observes the performance of each Sales Representative and coaches in the field on a regular basis
Directs selling activities within the Area inclusive of Resource Deployment.
Interacts with team on a regular basis and personally guides them as necessary.
Develops and manages Stake holder relationships within and outside the Cipla
Maintains and expands customer base by counselling sales representatives, builds rapport with key customers and identifies new customer opportunities
Interacts with line managers to ensure Sales meets the needs of the business
Ensures alignment with customer and stakeholder policy and procedure
Ensures SLAs are in place and are adhered to and refined.
Engages and consults stakeholders to determine timelines for Area Sales requirements
Interacts with difficult customers and tries to resolve dissatisfaction
Ensures communication of key issues and sales information with senior management
Lead a motivated and effective sales team to achieve the sales target for the Area
Ensures implementation of HR processes and procedures
Motivates and leads the team of representatives by setting a personal example
Coaches and mentors the sales representatives to achieve difficult goals and helps resolve problems
Ensures adequate sales process and product training for all team members
Prioritizes tasks and ensures resource deployment as necessary
Counsels poor performers and enables them by providing necessary support
Develops individual development plans and conducts performance reviews
Facilitates knowledge and skill transfer and fosters team building
Responsible for recruitment, assessment of team members
Implement Sales and Marketing Agenda in the territory and track sales financial management
Achieves area sales operational objectives by contributing area sales information and recommendations
Implements productivity, quality and customer service standards
Completes audits and identifies trends
Tracks monthly cost centre spend
Meet Area Sales financial objectives through forecasting requirements and preparing the budget and then scheduling expenditures and variations.
Educational qualifications: Bachelors degree in biomedical / natural sciences. Diploma in Business Management or a qualification with specialization in Sales and Marketing
Relevant experience:
Minimum 5 years of experience in the Pharma industry and ability to manage and motivate a large sales team
