Area Sales Manager - Chandigarh HQ & Jammu HQ - OTC Division

POSITION SUMMARY

This job opportunity is to drive the Over The Counter Sales Area field force of one of the most strategic area for DKT Healthcare India and reset the distribution model in-line with the goals.

Reporting directly to the Regional Sales Manager, the job owner will endorse the responsibility of recruiting and developing his/her team (Sales Representatives) footprint and sales best practices capabilities, enhancing and sustaining its productivity and impacting direct and indirect sales across the chemist distribution network as well as toward the Non-Traditional Outlets (NTO) channel. Manage a team of 6-8 personnel comprising of front-line staff.

He /She will actively participate in providing high quality, safe and affordable family planning (FP) and sexual reproductive health (SRH) products and methods to couples, women, and men, giving them choices to meet their contraceptive needs thanks to product visibility and access.

Provide pragmatic and relevant market analysis to his OTC Regional Sales Manager and internal DKT stakeholders (marketing and operations) enabling the company to make the right strategic and operational decisions to achieve the objectives set for his area. Understand the requirements of existing and prospective customers to ensure that their needs are met.

Develop, implement and monitor the commercial and route-to-market strategies to achieve sales and distribution targets, and deliver sustainable growth of DKT OTC portfolio and related CYPs with current franchise and upcoming leads. Manage middle- and first-line management using CRM tools, acting as key leader for his direct reports (Sales Representatives).

Manage in collaboration with his/her Regional Sales Manager, the relationships with distribution partners, Key stakeholders, and Key accounts (i.e. organized pharmacy chains). endorses responsibility for cash flow with DKT Healthcare Indias. Provides market information and realistic, well-founded sales forecasts to operations and marketing to ensure that production plans are in line with market demand.

JOB RESPONSIBILITIES

Provide strategic analysis & critical thinking to foster OTC commercial targets.

• Analyse and evaluate the area market environment to find growth & market penetration opportunities based on critical insight into market dynamics and consumer demand switches.
• Set clear priorities and SMART targets to the within the defined area.
• Support Regional Sales Manager on the implementation of Company SOPs (i.e. Cycle planning, S&OP, company plan process and budget construction.

Develop & implement TM&D initiatives to achieve OTC operational goals.

• Design in collaboration with his/her RSM the area sales & distribution route to market strategy and coverage plan to reach both distributors and sales channels.
• Formulate and set up in collaboration with marketing and RSM, adequate sales promotion push/pull activities to foster selling in & selling out of DKT portfolio
• Direct and oversee in collaboration with RSM, relationships with SDBR, DBR, and key accounts such as organized pharmacies channels.
• Conduct market intelligence & activities monitoring to sustain rational decision-making.
• Support and lead CRM development and completion within his/her Area.

Build up and manage a solid & result-oriented professional sales team.

• Design, recruit, and implement effective sales representatives and solid area management.
• Set up clear KPIs & SMART targets for the entire FF.
• Strengthen sales & SRH skills of FF associates through effective off & on-the-job training.
• Evaluate and appraise staff and take immediate actions to address any drop-in sales targets.
• Provide area structure guidance to perform in line with DKT values.

Endorse responsibility for sales-related cash flow and Area OTC target delivery.

• Ensure activities are in line with budget planning or agreed operational changes.
• Monitor the performance of commercial activities and sales productivity using key metrics.
• Provide RSM qualitative trade reports on time and in full.

Position Objectives and Key Performance Indicators (KPIs)

Position objectives.

• To ensure effective distribution of OTC products (Core & enlarged portfolio) within the area.
• To achieve area sales targets and revenues / Contribute to overall OTC Division goals.
• Act as DKT OTC area expert on the SRH category and market expertise, sales trends, and competitor activities.

Key Performance Indicators

• Sales performance against area target & sales forecast / YOY organic growth / Sales Productivity / CYPs / POS brand visibility and access
• Distribution levels (availability) against business plan and forecast (numerical & weighted)
• Effective competence of Area OTC sales representatives.
• Benchmarking image of DKT Area OTC division across the Distribution network.
• Budget against expenditure & total control over cash flow.
• Effective Team management and full adherence to DKT values
• Effective support of CRM implementation and use.

Qualifications and Skills Required

Education & Qualifications
Bachelors degree in business, marketing, commerce or equivalent in a related area.

Work Experience

- Minimum experience of 6 years in sales of OTC / In-depth market experience.

-At least 6 years' progressive experience in sales / OTC, Personal Health Care Products with at least 2 years of successful experience as an area sales manager or in another relevant management role, leading a sales team at an area level.

- Experience in an international company (FMGC, Pharma, Medical-SRH, etc.) in line with OTC business. Experience in the SRH environment at area level Management is a plus.

- Track record of high performance, excellent management/leadership results and sales growth. Skills and abilities Experience in implementing local-level sales promotional activities (BTL) for special day promotions/events, product launches, displays, and product and POP visibility.

The candidate must share DKTs enthusiasm for providing and promoting contraceptives and should enjoy and be comfortable with all aspects of FP and SRH, including safe abortion.

• A results-oriented, pragmatic leader eager to challenge the status quo, work autonomously, and gifted to guide, coach and motivate teams to successfully deliver stretched targets.
• Excellent Analytical skills, capable of establishing, reviewing, and managing distribution networks across an area- Data-driven mindset for decision-making.
• Strong understanding of marketing principles, consumer behaviour, and market trends, including laws governing scheduled drugs in India.
• Excellent selling/negotiation skills. Commercial awareness partnered with a strategic mindset.
• Solid writing & communication skills, negotiation, and presentation skills with a sense of initiative problem-solver, and meeting deadlines.
• Ability to keep abreast of trends & market conditions to make effective decisions.
• Proficiency in the use of Microsoft and tools including CRM software.
• Solid organizational skills with aptitude to manage multiple engagements and prioritize tasks. Effective time management, critical and strategic analysis
• Field-oriented and ready to travel across his/her Area (around 80-100 % of the time).

LANGUAGE SKILLS

• Fluent in English and Hindi, other regional languages being a plus.
• Writing proficiency in both languages is a must.

APPLICATION

To apply, please submit your letter of interest, CV, and references to the Head of Sales OTC Division, and Head of DKT HR at email ID: careers@dktindia.org