District Sales Manager / First Line Manager

Otsuka Pharmaceutical; Bengaluru; On-site; INR 1,500,000 - 2,100,000; Full time

Job summary

Otsuka Pharmaceutical in Bengaluru seeks a senior sales leader to own sales planning and achievement for its therapy geographies. You will guide a team to hit budgeted targets and drive performance across product portfolios.

You will create monthly/weekly budgets, engage doctors and chemists, and monitor ROI and coverage to maximize results. Talent spotting, onboarding, and ongoing development of the team are also key aspects of this role.

Qualifications

• Must-have sales leadership experience in pharmaceutical/medical sectors.
• Proven ability to plan and drive budgeted sales targets.
• Strong stakeholder engagement with doctors, chemists, KOLs and stockists.

Responsibilities

• Own the Sales Planning & Achievement for geography to ensure 100% budget achievement through the team.
• Create monthly/weekly primary & secondary sales plans and communicate to the team.
• Drive performance of portfolios (NPP/PPP) as per budget and market potential.
• Plan and execute local strategies to engage doctors and chemists and enhance business results.
• Monitor tour plans, calls, and coverage to ensure optimum doctor coverage.
• Analyze ROI of promotions, sponsorships, and discounts; review secondary sales to minimize returns.
• Allocate resources to team members per therapy needs and available marketing material.
• Conduct effective team review meetings and provide ongoing feedback to improve performance.
• Identify KBLs and major accounts; execute engagement plans and nurture relationships.
• Spot talent for therapy/territory, conduct preliminary screenings, onboard new joinees, and engage existing team members.

Skills

Sales planning

Team leadership

Stakeholder management

Market analysis

Talent spotting

Job description

Products: Parenteral Nutrition Therapy

Role & responsibilities

Own the Sales Planning & Achievement for respective geography for assigned therapy to ensure 100% budget achievement through his / her team

• Create monthly/weekly primary & secondary sales achievement plan (budget) for assigned territories and communicate it to team
• Drive performance of NPP (New Product Portfolio) & PPP (Progressive Product Portfolio) as per planned budget and target market potential through optimum target allocation
• Plan and execute (through team) local strategies to convert doctors, engage chemists, enhance business results

Control & monitor business results and performance of all team members to ensure no SOP deviation and optimum performance of the team

• Monitor tour plans, basic working (calls, coverage) of team and ensure optimum doctors coverage team
• Analyze ROI of promotional activities, major sponsorship, discounted business etc.
• Review of Secondary sales movement at stockist/chemist points to minimize expiry/sales returns/non-moving products
• Allocation of resources to team members in line with their therapy needs / marketing material available
• Conduct effective team review meetings

Manage external Stakeholders to ensure ongoing business results

• Identify KBLs and major business accounts/hubs
• Execute Annual Engagement plan for KBLs/KOLs as per their customer profiling
• Nurture stakeholder relationships through consistent visits -Create retention plans to prevent loss of prescribes to competition
• Monitor secondary and primary business against the sales plan weekly; Engage stockists, semi-Stuckists, panel chemists

Own spotting and referrals of potential candidates and Induction of new joinees as well as engagement of existing team members

• Proactively spot talent for a particular therapy/ territory
• Conduct preliminary screenings of spotted talent and refer accordingly
• Ensure implementation of onboarding SOP and handhold new joinee to achieve his/her goals
• Engage team members basis their individual profiles
• Address and resolve all concerns / challenges relating to TMs as the first point of contact

Drive performance management & team development to increase effectiveness that will yield better on-field results

• Provide ongoing feedback to the team to improve performance
• Deliver on-the-job training through joint field work
• Identify high potential talent within the team and coach them to take on future roles
• Reward and recognise team on an on-going basis