Area Sales Manager at Torrent Pharmaceuticals

Job Title: Area Sales Manager

JOB SUMMARY : Achieve product wise, rupee wise and territory wise sales on monthly, quarterly and annual basis, Provide leadership and direction to sales team to achieve sales objective.

CORE JOB RESPONSIBILITIES :

Deliver topline sales number for the Area/State

• To plan and achieve the sales targets.
• To plan and achieve the distribution targets
• Ensure control on Damage, Returns and Expiry in line with norms

Area & Business Planning (in line with S&D norms)

• Ensuring quality of market coverage through SO and distribution network
• Achieve S&D targets as per plan
• Monitor implementation of Distribution plan across distributor territories
• Monitor brand availability, visibility & freshness (Stock rotation)
• Ensure that the SO are regularly working with the ISR & visiting PT distributors
• Formulate & execute the secondary sales plan Area wise , SO wise, Brand wise , SKU wise
• Conduct JCMs for TSE and review area performance every month

Ensure Financial management by way of

• Implementing credit policy and credit controls
• Timely claims settlement
• Risk-free realization from the customer (distributor, institutions & cooperatives)
• Timely ROI calculation and communication for distributors
• Deliver on M&P Initiatives

Distributor & Infrastructure Development and Management

• Ensure optimal stocking levels and high billing efficiency for all distributors
• Ensure distributor compliance to agreed service levels & credit terms
• Review distributor financial health (pipeline and outstanding)
• Ensure that the claims of the distributor are settled within specified time limits

Code of conduct and compliance to stat / regulatory norms

• Adherence to code of conduct
• Adherence to SOP
• Conformation to all financial and administration systems
• To ensure that Trade Marketing activities are carried out as per norms laid down.
• Analyze the market situation and ensure accurate sales forecasting in line with ANI norms
• Compliance to statutory and regulatory norms
• Handle Legal Issues, PFA issues, packaging defects etc.

Administration Responsibilities

• Monitor competitor activity and ensure timely reporting of the same
• Ensure timely submission of claims for the area

People Management

• To motivate, train & develop SO for achievement of Targets, to maintain hygiene in the marketplace & work towards their all-round development.
• Facilitate and support training for the field force. Active role in developing their Skills.
• To identify talent in market (attract talent /prelim interviews for recruitment)

MINIMUM QUALIFICATIONS :

Minimum Education : Graduate in any field

Education Level: MBA/PGDM

Major/Field of Study: Sales/Marketing

MINIMUM WORK EXPERIENCE:

Experience Details

• Minimum 2-3 years of relevant experience.
• 5+ years experience at area level in a FMCG company with sufficient knowledge and understanding about Sales systems
• Must have knowledge of market dynamics, demographics of area
• Must have knowledge of Channel sales across different types of outlets
• Networking and orientation towards customer (retailers/associations) management
• Possess negotiation skills, people development, Networking Ability and influencing ability