District Sales Manager

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.