Area Sales Manager

Dr. Reddy's Laboratories; Lucknow; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

Dr. Reddy's Laboratories is seeking an experienced Area Sales Manager to drive sales performance across the Lucknow region. The role involves coaching PSRs, planning product launches, and developing doctor-product matrices to maximize market success.

The candidate will lead KOLs/KBLs engagement, align with MCI guidelines, and ensure the sales force is prepared and performing. A strategic leader with strong planning and relationship-building skills is essential.

Qualifications

• Experience in pharma or healthcare sales management.
• Ability to coach and develop Pharmaceutical Sales Representatives (PSRs).
• Strong planning for launches, campaigns and account strategies.
• Proven ability to engage with doctors, hospitals and KOLs/KBLs.

Responsibilities

• On-the-job coaching on brand strategy and doctor engagement.
• Plan and launch new products; design weekly sales plans and quarterly PSR input.
• Build relationships with hospital buyers and purchase officers to maximize opportunities.
• Conduct pre-launch and post-launch reviews, gather competitor insights, and adjust strategies.

Skills

Strategic sales

Team leadership

PSR coaching

KOL engagement

Education

MBA/MMS in Sales or Marketing

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

• You will be responsible for 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.
• You will be responsible for planning the launch of new product, for designing and implementing effective sales plans on a weekly basis, as well as developing quarterly input planners for each Pharmaceutical Sales Representative (PSR). Additionally, the Regional Sales Manager will play a crucial role in training PSRs on product brand strategies, updating the team on product knowledge and related areas, and crafting a comprehensive doctor-product matrix.
• You will be responsible to update 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.
• You will be responsible to establish and maintain relationships with purchase officers in hospitals to facilitate streamlined operations and maximize sales opportunities.
• You will be responsible to conduct pre-launch Retailer Chemist Prescription Audit (RCPA), with chemists and gather competitor information to assess doctor potential, train PSRs for effective product launches, and conduct post-launch reviews for necessary course corrections, aiming for successful product launches and achieving sales targets.
• You will be responsible to collect and maintain comprehensive data from various professional associations. Monitor and map the availability of doctors in the territory and provide necessary support and updates to the Regional Sales Manager (RSM) and Head Office (HO) to ensure stakeholder engagement and product success in the market,
• You will be responsible to develop detailed implementation plans for new strategy initiatives based on provided guidelines, gather and analyse 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.
• You will be responsible to perform goal setting, conduct performance appraisals, and provide on-the-job coaching for team members, identifying their training needs and delivering necessary training on new processes. Mentor team members on effective detailing, communication, influencing, and relationship building, with the aim of enhancing team retention and performance.