Area Sales Executive - Pharma - Surat

Tataconsumer; Surat; On-site; INR 800,000 - 1,100,000; Full time

Job summary

Tataconsumer is seeking a Senior Area Sales Manager - Pharma in Surat to lead primary and secondary sales through chemist distributors and expand the channel network within the territory.

You will drive product visibility, manage distributor relationships, and coordinate with marketing, finance, and field teams to achieve sales targets while focusing on promotions and demand forecasting.

Qualifications

• Appoint, manage, and develop relationships with Chemist distributors to ensure product availability and delivery.
• Expand and strengthen the chemist distributor network to drive market reach and penetration across the territory.

Responsibilities

• Primary sales: appoint, manage, and develop relationships with chemist distributors to ensure product availability and delivery; drive market reach and penetration.
• Secondary sales: increase chemist outlets, maintain high service level, boost product visibility of neutraceuticals across the territory.
• Customer service: provide inputs for promotions, activations, demand forecasting, and execute trade promotions.
• Internal processes: analyze primary and secondary sales data; coordinate with CFAs for stock and delivery; collaborate with marketing for branding at field level; coordinate with Finance on pricing and claims.
• Innovation and learning: build capability of indirect sales force, motivate field teams, and coach performance.

Skills

Channel development

Distributor management

Trade marketing

Retail sales

Sales forecasting

Job description

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Function
General Trade Location
Surat 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.