Channel Sales Manager

Job Description

To achieve the area sales objectives and stretch beyond targets by increasing prescription from identified doctors through effective implementation of marketing activities. To support in organizing patient acquisition and retention programsORGANISATIONAL CONTEXTRegional Business ManagerChannel Sales ManagerCOLLABORATIONPrimarySecondaryInternalCSM, RBM, Supply Chain Manager, Product Manager, Assistant Manager HR (Sales), Zonal OPTIMA coordinator, Zonal Finance, Regional Training ManagerExternalDistributorsDoctorsChemistsPharmacovigilanceSales DirectorMANAGEMENT / LEADERSHIP RESPONSIBILITYOrganizationTo align with and participate actively in organization led initiatives periodicallyTo understand and comply with the organization Code of Ethics2.Scope of Role (Team, Geographical, Material)Role based at the respective region assignedKEY RESULT AREASSl.Work AreaDescriptorsPerformance Indicators1.PeopleCapability Development - Attend all local and regional meetings and training programs and acquire and apply knowledge as disseminated through such programs.New Hire Induction - Impart field induction training to new joiners monitor progress and give feedback to superiors.Make product presentation and assist area manager in PCM s whenever required.Assist RBM in collection and summarizing of SLP sales leadership in plan formats.Attendance and participation at local/regional meetingAttendance and participation in training programs/seminar2.FinancialSales Target Achievement - Achieve monthly, quarterly and annual sales targets as assigned by RBMInventory Management - Forwarding of breakage & expiry of products within limits of authority.Customer Acquisition Budget Management - Decide and effectively utilize financial investment for doctors within the ethical guidelines of the group.Target achieved% Growth3.ProcessEfficient Day Planning - Plan day s work with clear objectives for each call, perform pre and post call analysis and visits chemists for feedback.Market Intelligence - Keep track of movement of company products vis- -vis competitor s products and give regular feedback to superiors. Assist the RBM to identify appropriate target doctors.Report adverse events to Pharmacovigilance.Effective utilization of SFE tools OPTIMA and SLP guidelines for process excellence.Product Availability - Make the products available, follow-up and coordinate with the chemists and C&F to ensure adequate inventories of company s products.Call averageFrequency of coverage i.e. A & BAccuracy and timeliness of Data entered in OPTIMAMarket & competitors feedback to superiorsAdverse event reporting4.CustomerBrand Building - Organize specific group events of doctors organize logistics e.g. venue, date, & time, materials, etc. and co-ordinate with executive/product manager in compliance with the ethical framework of the company.Participate in the patient acquisition and retention campaigns, where applicable. Give post program feedback; follow up with participating doctors to increase demand.Inventory level recordingQuality, timeliness and effectiveness of events organized% growth in patient acquisition and retentionFeedback from retailers, distributorsROLE HOLDER ENTRY REQUIREMENTSMinimum Educational QualificationAny Graduate, preferably B.Sc or B.PharmRelevant Work ExperienceMinimum years of experience2 3 years of relevant experiencePreferred industry experiencePharmaceuticals, Consumer Health CareFunctional Knowledge RequiredProduct KnowledgeKnowledge of pharma industryBasic Financial Management KnowledgeSkills RequiredExcellent oral and verbal communication skillsBasic use of MS OfficeBusiness Acumen and entrepreneurial traitsInfluencing and negotiation skillsDesired CompetenciesAct for ChangeThink strategicallyStrive for ResultsLead TeamsCommit to CustomersMake DecisionsCooperate TransversallyDevelop People,

Keyskills :
salesmarketing channel salesbusiness development retailarea sales supply chainadverse events