District Sales Manager
Cipla
Role:Job Purpose
Drive and achieve the revenue objectives for the assigned area by managing and motivating the field force, driving marketing initiatives as well as account management to ensure sales contribution in line with overall company objectives
Key Accountabilities
People and Performance Management
Drive and motivate the field force to ensure achievement of individual and overall sales targets for the allocated areas
Visit the medical representatives on field, a regular basis to supervise their efforts
Review their sales pitch to the doctors, and coach them for improvements on the same
If required, visit key doctors along with the MR to provide hands-on training to improve the skills of MR
Direct the call plan for each MR for the week
Track the performance of reporting MRs on a weekly basis, and accordingly re-create the deployment plan of high-performing MRs at key doctor sites
Ensure perfect implementation of marketing plans and activities including sample and marketing materials distribution planning and execution
Monitor target achievement by the team for each product within each therapy area to achieve product-wise targets
Conduct MR recruitment as and when required by the business
Prepare a detailed performance & sales report and submit the same to the country head for review
Propose an incentive structure for the MRs and ensure pay-out of incentives by Finance, on timely basis, to keep the team motivated
Commercial Execution:
Drive marketing activities within the country to build a strong Cipla brand image
Attend to key customers/ KOLs/ doctors, in each area, personally, and develop a long term relation with them
Utilize these KOLs during conferences and other events on behalf of Cipla
Visit key pharmacies in the area to influence them to increase prescription rate of Cipla products
Drive Cipla initiated events, conferences, campaigns as well as Big Bang events in the country/ area by identifying and recommending speakers, planning the event agenda and topics, and arranging for the invitations to be given to KOLs in coordination with external design agencies
Conduct CMEs and clinics with key doctors and large hospitals within the area
Commercial Execution / Staff development:
Drive and conduct trainings for to team to enhance productivity and align the skill-set to changing market scenarios
Coordinate closely with the SFE team to provide inputs on training needs for the team/ MRs
Ensure trainings are conducted as per scheduled planner
Personally conduct technical sales trainings and medical trainings for the MRs on a regular basis to refresh their skills and product knowledge
Visit doctors along with the MR to provide hands-on training to improve the skills of MR
Account Management:
Lead, develop and manage key accounts to build long-term partnerships with key healthcare stakeholders, optimize sales and revenue opportunities
Develop, communicate and implement strategic account plans for key accounts including sales forecasts and budget for key accounts, against agreed KPIs; and manage opportunity pipeline to achieve growth plans
Works in Tier 1 & 2 accounts to build long-term partnerships with the customers
Builds stakeholder mapping and engages with decision makers & influencers within the account
Develop and implement Item’s introduction and list inclusion
Propose, sign, follow execution of annual Deals/Contracts/ JBP (Joint Business Plans) that enabling the execution of planned strategies
Review and ensure zero mistake / complete orders billing, delivery and customer receiving
Account Management:
Manage wholesalers in the allocated areas to check the stock availability and accordingly place orders as required by business
Check the availability and consumption of all Cipla products at the wholesaler warehouse in line with forecasted sales on a monthly basis
Proactively place orders to maintain inventory levels at the wholesalers, and avoid peaks
Coordinate with distributors to follow orders executions, identify any product/ supply related issues, and accordingly propose and drive the resolution
Distribution Management
Coordinate with distributors to follow orders executions, identify any product/ supply related issues, and accordingly propose and drive the resolution
Market Intelligence:
Track the competition and accordingly redesign own business strategy to maintain competitive edge in the market
Perform regular competitor mapping at product level for the country, by analysis key competitors and their product portfolio, strategies implemented by them, pricing etc. and prepare a report suggesting an action plan (for country manager’s approval)
Educational qualifications:
BS degree in pharmaceutical / Medical / Dental science
Relevant experience:
At least 5 years of experience required including 2 years as a sales/District/Territory Manager in the pharmaceutical industry is required for this position
Very Good command of Arabic and English languages.
High people management and influencing skills required
Have an extensive network and strong relationship with KOLs and Key customers stakeholders
Must be analytical, detailed, passionate, organized and systematic.
A resilient with Strong analytical and problem-solving skills.
Results oriented with ability to meet deadlines and handle challenging & multiple assignments/tasks.
Self-motivated and energetic with drive to excel.
Excellent communication and presentation skills.
Proficient with required practical applications & software.
