Area Sales Executive - Pharma - Indore

Tataconsumer; Indore District; On-site; INR 600,000 - 900,000; Full time

Job summary

Tataconsumer in Indore seeks a Senior Area Sales Manager - Pharma to lead trade activities, appoint and develop chemist distributors, and drive product availability across the territory.

Responsibilities include managing primary and secondary sales, executing promotions, coordinating with marketing and finance, and building field force capability to achieve ambitious business plans.

Responsibilities

• Primary Sales: appoint, manage, and develop relationships with Chemist distributors to ensure product availability and delivery.
• Secondary sales: expand chemist outlets, maintain service level, and drive product visibility and order placement efficiency in the territory.
• Customer Service: provide input for promotions, activations and demand forecasting; execute trade promotions and events to drive product awareness.
• Internal Processes: analyze primary and secondary sales data; coordinate with CFAs for stock and delivery; work with marketing for branding initiatives; assist with pricing and claims management.
• Innovation and Learning: build indirect sales force capabilities through coaching, field work, and training; motivate and develop performance.
• Critical success factors: deep knowledge of sales and distribution; understand channel partners, ROI, visibility creation, and distribution health indicators; track competitor mapping and benchmarking; manage indirect sales force.

Job description

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Function
General Trade Location
Indore Reporting To
Senior Area Sales Manager - Pharma

Job Description

What are the Key Deliverables in this role?

• Primary Sales - Appoint, manage, and develop relationships with Chemist distributors to ensure smooth product availability and delivery. Also, develop and expand the channel partner network while implementing the distribution objectives to drive market reach & penetration across the territory with operational efficiency


• Secondary sales (Retail Distribution) - Increase number of Chemist outlets, maintain high service level, drive product visibility of Neutraceutical products and ensuring visibility with commercial hygiene (usage of technology while placing orders) in the territory

Customer Service

Provide ground-level inputs for promotions, local activations & demand forecasting exercise and execute trade promotions, schemes, and events to drive product awareness and consumer engagement.

• Ensuring timely submission of claim along with supporting documents adhering to the company’s guidelines

Internal Processes

• Regular analysis of primary & secondary sales data to identify gaps in business & providing insights to Regional Sales Manager


• Timely communication with CFAs to maintain timely supplies. Real-time follow-ups with CFAs for stock conversion & delivery


• Collaborate with the marketing team to implement branding initiatives at the ground level


• Co-ordination with Finance team for pricing issues, accounts settlement, claims management

Innovation and Learning

• Capability building of the indirect sales force by communicating and reviewing their delivery against expectations, and enhancing their sales skills by conducting market work with them & regular training.


• Effectively engage & motivate field force with an objective to achieve ambitious business plans, maximize incentive earning in the team, coach individuals with performance issues, build functional capability and reward & recognize right behaviors.

What are the Critical success factors for the Role?

• Proven and deep knowledge of sales and distribution system


• Knowledge of basic concepts of consumer goods distribution such as various channel partners, distribution mix, ROI calculation, visibility creation, retail and wholesale trade mechanics and evaluation of distribution health indicators


• Knowledge of competitor mapping and benchmarking


• People management skills to handle indirect sales force