RBM || Guardian || Guwahati

Role Objective: Manage the implementation of sales plans to achieve and exceed sales in the assigned region. Foster a positive organisational image among customers while driving team performance

KEY RESPONSIBILITIES

Sales Management

• Implement regional sales strategy aligned with business objectives

• Develop the team for in-clinic value addition through detailing practice strategy understanding and product knowledge

• Oversee implementation of core activities within headquarters to generate desired returns

• Foster strong relationship with core customers to achieve desired business outcomes

• Supervise the management of vacant headquarters to ensure business continuity

• Drive cycle meetings to understand campaigns and processes

• Review coverage of ABMs and sales associates standard visit list

• Conduct periodic review meetings to monitor performance

• Support Zonal Business Manager in improvement of underperforming headquarters

• Monitor performance of new brands and provide insights to Zonal Business Manager

• Support Zonal Business Manager and conduct audits to ensure compliance in sales processes

• Support in classification of core customers to optimise prescription generation

Supply Chain Management

• Evaluate and recommend stockists to ensure a strong distribution network

• Ensure sales hygiene by optimising inventory and liquidation of non-moving products ensuring PSC analysis

• Monitor and maintain adequate inventory at all levels

Stakeholder Engagement

• Interact with core customers as per coverage norms and resolve any dissatisfaction

• Build and maintain strong relationships with Key Business Leaders to enhance business generation

• Approve and ensure attendance of HCPs for educational activities

• Develop equity with channel partners including retailers and stockists

• Foster strong relationship with Key Account Management at Institutions and Hospitals

People and Culture

• Promote and embody the USV Credo

• Conduct differential recruitment and induction to ensure job fit and culture fit candidates are onboarded within timelines

• Develop a high-performance culture through periodic reviews feedback and action planning

• Provide trainings to ensure the team has the latest knowledge and skills to excel and drive the organisation forward

• Identify high-potential candidates in consultation with the Zonal Business Manager and groom them to take up the next role

• Guide reportees to overcome challenges and optimise performance to achieve sales

• Foster a culture of team collaboration both within and between teams

• Demonstrate the ability to build and lead a team effectively

STAKEHOLDER INTERACTION

Type of Interaction: Internal

Interaction with:Sales Associates Area Business Manager Zonal Business Manager National Business Manager Marketing team and relevant cross functional teams

Nature of Interaction:Routine communication in connection with specified tasks and handling escalations from accounts. Communication requiring some level of diplomacy coordination synergy and sensitisation on IR matters

Type of Interaction: External

Interaction with: Healthcare professionals / Carry and Forward Agents / Stockist / Chemists / HCO

Nature of Interaction:Basic explanation of products or services to customers or clients and communication around escalated or difficult queries with customers or clients and interaction with HCOs

JOB REQUIREMENTS

Professional Experience and Relevant Skills

• Minimum of 8 years of overall experience in Pharma Sales

• Must possess a proven track record of performance demonstrated leadership strategic planning skills with resilience and reliability. Excels in communication networking analysing market trends and data-driven decision-making. Manages teams with empathy including remote team management financial acumen and project management. Exhibits strong relationship-based grit and resilience. Shows excellence in planning governance and execution

Academic Qualifications & Certifications

• Educational Qualification: Bachelor of Science (BSc) / B. Pharma Graduate

Functional Competency (Proficiency Levels from 1 5 with 1 being basic and 5 being mastery)

Achievement Orientation (3)

Digital fluency (2)

Data-driven decision-making (2)

Driving high performance in teams (3)

Customer centricity (3)

Behavioural Competency

Resilient - Calm Emotionally Stable Confident and Recovers quickly

Extrovert - Positive Sociable High on Energy Takes Charge Builds Trust and Tactful

Originality - Curious Practical approach and Adaptive to change

Accommodation - Team Player Collaborator Humble and Vocal

Consolidation - Structured planner Organised Focused Achievement Orientated and High on Integrity

Required Experience:

Manager