Area Sales Manager - Pharma/Medical Devices - North

JOB DESCRIPTION

TITLE : Area Sales Manager

REPORTS TO : Region Sales Head

POSITION LOCATION : Multiple

POSITION OBJECTIVE :

- Responsible for driving secondary sales through product promotion in defined territory by meeting HCPs and para medical staff

- Coordinating with commercial / purchase authorities and channel partners for ensuring supply and liquidation of products.

Drive awareness and adoption through activations in his/her territory/accounts.

DESCRIPTION :

Planning :

- Monthly account wise planning of secondary sales leading to primary sales for their territory/accounts

- Weekly planning for coverage and calls

- Monthly/quarterly sales forecast for defined territory

- Quarterly activation planning

Execution :

- Drives adherence to SFE processes :, Call average, customer coverage, working days, SME trackers, prescription tracker, secondary sales and product sampling/demonstrations

- To track all product and service quality related complaints and coordinate with National/Sales Manager/quality to ensure formal response and closure to complaints report it to PV & Quality

- Ensure liquidation of products from stockist and distributors through regular monitoring and coordination with product users.

- Recommend, evaluate performance and manage relationships with distributors & CFAs (carry forward agents) in the forward.

Strategic Imperative :

- Competition & Market Mapping -- Track and gather market data, gather and analyse competitor activities

- Implementation of Marketing strategy and activations as per defined go to market

- Training and educating paramedical staff on/reconstitution/usage guidelines of the products.

- Identify and drive business development initiatives in his/her current /new accounts including training and education of paramedical staff

- Ensure speedy and adequate availability of products in his/her accounts

- Drive awareness and adoption of products amongst intensivist/anesthetists/surgeons/oncologist

- Market Access to drive inclusion and penetration of products in Govt. and Corporate institutions

SKILLS & QUALIFICATIONS :

Qualification :

- MBA with 4-8 years of experience in a MNC healthcare company

- Operation Theatre (OT) /super specialty experience is a must

- Experience in handling large territories

Key Competencies :

- Negotiation skills

- Critical Thinking and Problem solving skills

- Market orientation

- Customer focus

- Drive for results

- Persuasive Communication

- Data Analysis & Problem skills

- Planning and Prioritization

- Consultative Selling skills

- SFE Adherence

- Scientific Selling

DECISION RIGHTS :

Owns :

- Territory /Account Performance

- Account Budget

- Activation Budget

- Key Opinion Leader(KOL) Management at account level

Influences:

- Pricing decisions at account level through competition mapping.

- KOL management at National Level.

Vetoes :

- Accounts selection and execution of the strategy at account level.