Area Sales Manager - Medico, Kerala

>CResponsibilities:

• Implementing the sales strategies designed for the HCD- Ethical and Generic division through

efficient channel management and ensuring appropriate sales for achievement of the sales and

distribution targets for the assigned territory.

• Implementing Go To Market Plans and bringing about process efficiency through Sales force

automation and Distributor/field force capability enhancement.

• Ensures achievement of Brand Targets by creating and leveraging on the brand pull of the

products in the market place through implementation of Brand wise schemes and promotional

activities.

• Improving the efficiency, productivity and distribution parameters of the sales through proper

assessments of the channel performance at every customer points.

Sales Planning -

> Understands sales strategy, prepares sales plans and achieves sales and

distribution priorities/targets as per forecasted data for the assigned area

with the help of field team.

> Plans and implements efficient routing of the products to their respective

counters/outlets through effective distribution, minimizing time and cost and

maximizing product availability at each customer points.

>Adheres to allotted budgets based on the HO guidelines and trade marketing

budgets to manage expenses within stipulated budgets.

Channel Development -

> Ensures market growth in terms of Hospital/chemist coverage and executes

POB (Personal Order Booking) and increasing the number of customer points

for the products.

> Engages and motivates each channel partners through wide spread

promotion/trade initiatives and execution of doctor engagement camps

/programs and trade schemes within the channel to augment customer

keenness and business growth.

>Recommends product lines by identifying new product opportunities, and/or

product, packaging, and service changes; surveying consumer needs and

trends and tracking competitors.

Sale Performance Improvement

> Ensures improvement in forecast accuracy, implementing Go To Market Plans

and brings about process efficiency through Sales force automation and

Distributor/field force capability enhancement.

> Supports new product launch and product promotion activities in the market

as applicable for ensuring product positioning and brand recall.

>Optimizes the output of the SFM System and Rural Apps as per the

requirement, thus leveraging on the product distribution through appropriate

referencing and informed decision making.

>Plans and implements SKU and Distributor wise CRS norms for the month

leverage to drive Brand wise & SKU wise objectives and targets.

>Analyzes Competitor's activities in the market and provides feedback such

that a counteractive scheme can be designed to engage and attract the

customers towards a particular brand.

> Analyzes sales reports to understand the sales performance,

product/channel/region wise and keeps Regional Office/HO updated on the

actual sales performance and opportunities and the challenges of the market.

Depot Management

> Coordinates on a timely basis with the depots to ensure stock management

and proper distribution flow and hygiene and delivery of products at different

customer points.

> Settles all damage related claims that may have risen from the in-transit

movement of the products from the depot to customer points.

> Raises Credit notes on a timely manner as per the policies of the compliance

and agreed upon service level agreements to ensure no deviations for any

customer account.

People Management

> Manages, retains, trains and leads the field sales team to deliver set

objectives aligning them with the organizational goals and drives

implementation of Sales Development/product knowledge improvement

Initiatives to increase effectiveness and capability of the sales team.

> Ensures staff deployment and drives motivation levels of the team, monitors

engagement and facilitates resolution of issues to manage efficiency levels

and drives timely delivery of all operational targets by the team