Job Title: National Sales Manager (NSM)
: National Sales Manager would be required to develop/ shape the sales strategy that drives growth with an increase in market share from existing and potential customers through the implementation of best-in-class sales management practices. The role also requires the incumbent to work on tender participation and meet Govt officials. Appointment of Stockists for orders and payments. Charter new growth avenues with PSUs. Work closely with liasonors for ESIC and Military hospitals. To develop leaders and oversee the sales process.
Accountability
Major Accountabilities
Time Split
Sub-Accountabilities
Financial Accountabilities
20%
10%
10%
10%
- Revenue - Achievement of HO Objective
- Profitability as per PL- Net Profit Absolute Val
- Expenses - Control over Direct Expenses
- Act Vs. Bud Value: SAS, Discounts.
- DGMs / CRM Events- As per plan the beginning of the financial year
Weak State Market Share
5%
115% of field budget or MS to improve by 1%
Participation in tenders
5%
Work for identifying Govt tenders
Sales Management
5%
5%
5%
5%
- Attrition reduction and Field vacancy filling within 1 month
- Sales Return Ratio
- Missed Visits Doctors
- Gift Reporting Percentage E-learning
New Product
New Product Suggestions
Field Work/ Conference Days
10%
Annual 90 days for Sales Head
Training Development
5%
BTP/ Refresher/ MDP
NDAC / KOL Engagement
5%
Meet the NDAC/ KOL at least once in a quarter
KEY DECISIONS AND AUTHORITY LIMITS
i. Decision regarding allocation of budgets for Govt tenders
ii. Influence pricing decisions and placement of product - makes suggestion and gets inputs - Market Access
iii. Decision for participation in PSUs / Army Res etc
iv. Takes optimal decisions on rates and discounts with BUs
v. Decision regarding succession plans for the key positions within the group of field employees
vi. Decision regarding HODs and Govt officials for seminars and conferences
vii. Decision regarding deployment of manpower in consultation with BU head
MAJOR CHALLENGES
i. Keep pace with and align with the market developments. Needs to be aware of market dynamics, fluctuations, innovations etc.in terms of GeM portal
ii. Understands scientifically how various product are placed in relation to competitor products and devise appropriate strategies to deal with them
iii. Perform detailed sales analysis for accurate and effective sales management.
iv. Mitigate Risks and take advantage of being one step ahead of competition to build brand during window of opportunity during tender participations
v. Maintain high level of performance in an highly regulated environment and governed by various codes of ethical practices.
KEY RESULT AREAS AND KEY PERFORMANCE INDICATORS
Sl. No.
Key Result Areas
Key Performance Indicators
A. Financial Objective
1
Revenue Generation
[%] Achievement of Targets
2
Focus brand performance
(%) Achievement of Targets or MS improvements
3
Profitability as per Profit Loss (PL) Statement
[%] of the net profit recorded vis-a-vis target
4
Expense: Control over direct expenses
- Act Vs Bud Value: SAS, Discounts.
- DGMs / CRM Events- As per plan beginning of financial year
[%] of the Actual Direct Expense vis-a-vis target
B. Market Share and Growth
1.
SBU/Brand Market share Gain SBU or Brand growth vs PM growth
Absolute Gain
C. Prescription Progress:
1
Prescriptions Received Vs previous year/ period
Absolute increase
D. Territory Development:
1.
Weak States: Increase of field budget or Market Share
Absolute improvement in Market Share
2.
Low PMPM Territory: Improve PMPM by 80% of the previous year
Incremental PMPM
E. SALES MANAGEMENT
1.
Attrition reduction
i. Annualized Attrition
ii. Time taken to fill field vacancy
2.
Sales Returns ratio
Sales Return
3.
Missed Visits Drs
[No.] missed calls / Dr Visits
4.
Gift Reporting E-Learning
[%] Gifts reporting
F. FIELD WORK
1.
No of Days spend in the field (Annual 90 days for Sales Head)
[No.] Days spent on field
G. Training Development
BTP/ Refresher/ MDP
[No] of training Man Days per year
H. NDAC / KOL Engagement
Meet NDAC/ KOL
At least once a year
EDUCATION AND EXPERIENCE :
MBA / similar/ equivalent professional qualification
Ability to manage large teams is essential for this role. (With exposure to at least 3 states or a team size of 50 FF)
15+ years of experience in Marketing Sales
SKILLS
Excellent communication, Leadership people management skills
Strong influencing and interpersonal skills, Collaboration Skills
Strategic thinking with superior business acumen
All Filters
Anonymous · Sales & Business Development
in Mumbai
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