District Sales Manager / First Line Manager

Otsuka Pharmaceutical; Coimbatore District; On-site; INR 900,000 - 1,400,000; Full time

Job summary

Otsuka Pharmaceutical in Coimbatore, Tamil Nadu, is seeking a Sales Planning & Achievement Leader for Enteral Nutrition therapy. You will own the sales planning, budgeting and drive team performance to achieve targets.

You will create monthly/weekly budgets, optimize portfolio rollout (NPP/PPP), and coordinate with doctors, chemists and key accounts. You will monitor performance, ROI of promotions, and guide onboarding and talent development to sustain growth.

Qualifications

• Role requires strong leadership and sales planning skills.
• Exposure to pharma or healthcare products is beneficial.

Responsibilities

• 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
• 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
• 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
• 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
• 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

Job description

Products: Enteral 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