Head - Over The Counter Sales - Pharma (5-20 yrs)

Job description

Detailed Responsibilities:

Strategic Responsibilities:

- Establish Distributor network (identification, selection, TOT , On boarding timelines by geography and ongoing engagement ) in phased manner starting with top metros , followed by expansion into tier 1/ 2 cities.

- Robust Go to Market Plan with a clear familiarity with the current Indian landscape, Key Account relationship management, trade terms negotiations, with Modern trade

- Responsible for top line and bottom line for Modern Trade

- Work closely with the business heads and top management in managing the consistency of the brand and supporting them with initiatives which are in line with the business objectives.

- Market and environmental scanning, advice on business trends and changes in the marketplace

- Listing of brands in strategic accounts and identified outlets with a calendarized joint business planning with key stakeholders and category teams. Initiating T2T meetings with top management

- Collaboration with marketing teams to drive market share in the targeted geographies/key accounts.

Marketing strategy execution

Team Management:

- Leading a team with well- defined sales KRA and governance process.

- Own annual sales target and forecast detailed out at geography level / brand level / SKU level based on market potential.

- Training and development of sales team, providing timely feedback in the market and through monthly review and meetings

- Responsible for development of all employees in the region to ensure optimal performance and efficiencies.

Financial Responsibilities :

- Overall ownership of budgeting: visibility, monitoring and controlling.

- Develop and manage sales budgets and oversee the development and management of internal operating budgets.

- Ensure all sales related claims : Sales and distributors/ retailers claims (within stipulated time frame)

- Distribution cost optimization and inventory optimisation responsibilities - Efficiency tracking of all the investments and promotions

- Drive customer level, brand level and segment level profitability

- Efficiency tracking of all the investments and promotions

- Tight control on accounts receivable and inventory.