Area Sales Manager

Dr. Reddy's Laboratories; Bengaluru; On-site; INR 900,000 - 1,400,000; Full time

Benefits offered by this job

Medical coverage for yourself and your family

Learning and development opportunities

Relocation support

Life coverage

Job summary

A leading multinational pharmaceutical company in Bengaluru is seeking an experienced Area Sales Manager to oversee sales performance in the area. The successful candidate will drive sales through effective preparation of Pharmaceutical Sales Representatives and formulate new product launch strategies. Ideal applicants should have 7-10 years of experience in Sales & Marketing with a science background. Join us to make a difference in patients' lives through innovative healthcare solutions.

Qualifications

• 7-10 years of experience in Sales & Marketing, including 4-5 years as sales manager.
• Ability to analyse sales data and track performance metrics.

Responsibilities

• On-the-job coaching on brand strategy and engagement with Key Opinion Leaders.
• Planning new product launches and developing sales plans.
• Establishing relationships with purchase officers in hospitals.
• Build relationships with hospital purchase officers to maximize sales.
• Conduct pre-launch RCPA with chemists and post-launch reviews for course corrections.
• Collect data from professional associations; map doctor availability and inform RSM/HO.
• Develop implementation plans for new strategies and mentor team on detailing and relationship building.

Skills

Excellent communication and interpersonal skills

Ability to set clear goals and track team performance

Strong analytical and problem-solving abilities

Good at Building and leveraging relationship

Basic understanding of pharmaceutical industry

Communication

Education

Graduate with science background

Tools

Basic Computer Knowledge

Job description

Dr. Reddy’s Laboratories Ltd. is a leading multinational pharmaceutical company based across global locations. Each of our 24,000 plus employees comes to work every day for one collective purpose: to accelerate access to affordable and innovative medicines because Good Health Can’t Wait.

We started in 1984 with a modest investment, 20 employees and a bold vision. Today, we have research and development centres, manufacturing facilities or a commercial presence in 66 countries.

For nearly four decades, we have stood for access, affordability and innovation based on the bedrock of deep science, progressive people practices and robust corporate governance. As the pharmaceutical industry evolves and undergoes disruption, we see an opportunity – to strengthen our core further (the next steps) and to build the future (the new bets).

‘The Next and the New’ is how we aim to continue to be the partner of choice – purpose-driven, future-ready and sustainable. Our aim is to reach over 1.5 Bn+ patients across the world by 2030 by growing our core businesses and building for the future with sustainability at the core of our purpose and strategy. Sustainability for us means operating in a manner that respects people, planet and purpose – helping us conserve precious resources, serve our patients, create value for stakeholders, give back to society, fulfil our potential and maintain our integrity and transparency.

Dr Reddy’s maintains a work environment, free from discrimination and is an equal opportunity employer. We are committed to employ & nurture all qualified diverse workforce without regard to race, colour religion, nationality, sex, age, disability status, genetics, sexual orientation, gender expression, citizenship or any other characteristic or classification protected by applicable law(s) of the country we operate in. We treasure every talent, and recognize merit and diversity in our organization.

Job Description

Job Summary

We are seeking an experienced and proactive Area Sales Manager to oversee and drive sales performance in the designated area. The ideal candidate will be responsible for achieving area sales targets through effective preparation of Pharmaceutical Sales Representatives (PSRs), including tour planning and doctor-product matrix development. Additionally, the Area Sales Manager will play a pivotal role in formulating new product launch strategies, conducting Retailer Chemist Prescription Audit (RCPA), and ensuring the sales force is well-prepared and continuously performing.

Roles & Responsibilities

• On-the-job coaching on brand strategy, regular engagement with Key Opinion Leaders (KOLs)/Key Business Leaders (KBLs), and implementation of strategic initiatives for doctors, hospitals, and areas.
• Planning the launch of new product, designing and implementing effective sales plans on a weekly basis, and developing quarterly input planners for each Pharmaceutical Sales Representative (PSR). Training PSRs on product brand strategies, updating the team on product knowledge and related areas, and crafting a comprehensive doctor-product matrix.
• Updating communication strategies in accordance with market trends to position products favourably within the industry. Review and approve various requests, such as travel sponsorships, adhering to MCI guidelines and company policies.
• Establishing and maintaining relationships with purchase officers in hospitals to facilitate streamlined operations and maximize sales opportunities.
• Conducting pre-launch Retailer Chemist Prescription Audit (RCPA) with chemists, gathering competitor information to assess doctor potential, training PSRs for effective product launches, and conducting post-launch reviews for necessary course corrections, aiming for successful product launches and achieving sales targets.
• Collecting and maintaining comprehensive data from various professional associations. Monitoring and mapping the availability of doctors in the territory and providing necessary support and updates to the Regional Sales Manager (RSM) and Head Office (HO) to ensure stakeholder engagement and product success in the market.
• Developing detailed implementation plans for new strategy initiatives based on provided guidelines, gathering and analysing results and feedback from the team focusing on strategies for particular successful products in hospitals, guided by insights from doctors and PSRs, ensuring effective execution of new initiatives within specific hospitals and areas.
• Performing goal setting, conducting performance appraisals, and providing on-the-job coaching for team members, identifying their training needs and delivering necessary training on new processes. Mentoring team members on effective detailing, communication, influencing, and relationship building, with the aim of enhancing team retention and performance.

Qualifications

Educational qualification - A graduate with science background.

Minimum work experience - 7-10 years of experience in Sales & Marketing including 4-5 years of experience as sales manager.

Skills & Attributes

Technical Skills

• Basic understanding of pharmaceutical industry, market trends, competitors, customer understanding.
• Ability to set clear goals, provide guidance, and track team performance.
• Ability to analyse sales data, track performance metrics, and generate reports to measure the effectiveness of sales strategies.
• Basic Computer Knowledge.

Behavioral Skills

• Excellent communication and interpersonal skills.
• Efficient Leader and a good collaborator.
• Strong analytical and problem-solving abilities.
• Strong Decision making skills.
• Good at Building and leveraging relationship.

Additional Information

About the Department

Global Generics India business journey began in 1986. In the last three decades, we have grown as a trusted name in the healthcare industry and rank as one of the top 10 Pharma Companies in the Indian Pharma Market (IPM) as per IQVIA MAT (November 2022). Our commitment to Lead Ahead has helped us move ranks from 16th position to 10th position (IPM) in the last four years. We are a fast-growing organisation with double-digit growth and significant market share in domestic markets. Currently, we rank among the top 5 in oncology, anti‑allergy and gastrointestinal diseases and the top 10 in a few other therapy areas. Our focus is on leveraging our digital capabilities, collaborations, innovations and inorganic opportunities to become the top 5 companies in the Indian Pharma Market.

Benefits Offered

At Dr. Reddy’s we actively help to catalyse your career growth and professional development through personalised learning programs.

The benefits you will enjoy at Dr. Reddy’s are on par with the best industry standards. They include, among other things and other essential equipment, joining & relocation support, family support (Maternity & Paternity benefits), learning and development opportunities, medical coverage for yourself and your family, life coverage for yourself.

Our Work Culture

Ask any employee at Dr. Reddy’s why they come to work every day and they’ll say, because Good Health Can’t Wait. This is our credo as well as the guiding principle behind all our actions. We see healthcare solutions not only as scientific formulations, but as a means to help patients lead healthier lives, and we’re always attuned to the new and the next to empower people to stay fit. And to do this, we foster a culture of empathy and dynamism. People are at the core of our journey over the last few decades. They have been supported by an enabling environment that buoys individual ability while fostering teamwork and shared success. We believe that when people with diverse skills are bound together by a common purpose and value system, they can make magic.

For more details, please visit our career website at https://careers.drreddys.com/#!/