National Sales Manager - Devices

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%

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%

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