District Sales Manager / Area Sales Manager

Products: Enteral Nutrition Therapy

Role & responsibilities

Own the Sales Planning & Achievement for respective geography for assigned therapy to ensure 100% budget achievement through his / her team

- Create monthly/weekly primary & secondary sales achievement plan (budget) for assigned territories and communicate it to team

- Drive performance of NPP (New Product Portfolio) & PPP (Progressive Product Portfolio) as per planned budget and target market potential through optimum target allocation

- Plan and execute (through team) local strategies to convert doctors, engage chemists, enhance business results

Control & monitor business results and performance of all team members to ensure no SOP deviation and optimum performance of the team

- Monitor tour plans, basic working (calls, coverage) of team and ensure optimum doctors coverage team

- Analyze ROI of promotional activities, major sponsorship, discounted business etc.

- Review of Secondary sales movement at stockist/chemist points to minimize expiry/sales returns/non-moving products

- Allocation of resources to team members in line with their therapy needs / marketing material available

- Conduct effective team review meetings

Manage external Stakeholders to ensure ongoing business results

- Identify KBLs and major business accounts/hubs

- Execute Annual Engagement plan for KBLs/KOLs as per their customer profiling

- Nurture stakeholder relationships through consistent visits -Create retention plans to prevent loss of prescribers to competition

- Monitor secondary and primary business against the sales plan weekly; Engage stockists, semi-Stuckists, panel chemists

Own spotting and referrals of potential candidates and Induction of new joinees as well as engagement of existing team members

- Proactively spot talent for a particular therapy/ territory

- Conduct preliminary screenings of spotted talent and refer accordingly

- Ensure implementation of onboarding SOP and handhold new joinee to achieve his/her goals

- Engage team members basis their individual profiles

- Address and resolve all concerns / challenges relating to TMs as the first point of contact

Drive performance management & team development to increase effectiveness that will yield better on-field results

- Provide ongoing feedback to the team to improve performance

- Deliver on-the-job trainings through joint field work

- Identify high potential talent within the team and coach them to take on future roles

- Reward and recognize team on an on-going basis