District Sales Manager / First Line Manager

Otsuka Pharmaceutical; Jaipur; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

Otsuka Pharmaceutical in Jaipur seeks a results-driven Sales Leader to own the sales planning and achievement for the assigned therapy geography. You will set monthly and weekly budgeted plans, allocate territory targets to the team, drive performance to meet or exceed goals, and ensure disciplined execution.

You will manage external stakeholders, identify KBLs/KOLs and major accounts, supervise talent scouting and onboarding, coach high-potential team members, and conduct regular reviews to

Responsibilities

• Own the Sales Planning & Budget achievement for assigned geography: create monthly/weekly primary & secondary sales budgets and communicate to the team.
• Drive performance of New Product Portfolio (NPP) & Progressive Product Portfolio (PPP) as per planned budget and target market potential through optimal target allocation.
• Plan and execute local strategies to convert doctors, engage chemists, and enhance business results.
• Monitor tour plans, team calls and coverage to ensure optimum doctor coverage.
• Analyze ROI of promotional activities, major sponsorships, discounts and promotions.
• Review secondary sales movement at stockist/chemist points to minimize expiry/sales returns/non-moving products.
• Allocate resources to team members in line with therapy needs and available marketing materials.
• Conduct effective team review meetings.
• Identify KBLs and major business accounts/hubs.
• Execute annual engagement plans for KBLs/KOLs as per customer profiling.
• Nurture stakeholder relationships through visits and retention plans to prevent loss of prescriptions to competition.
• Monitor secondary and primary business against the sales plan weekly; engage stockists and panel chemists.
• Spot talent for particular therapy/territory; conduct preliminary screenings and refer accordingly.
• Ensure onboarding SOP implementation and handhold new joinee to achieve goals.
• Engage team members based on their profiles and address concerns as first point of contact.
• Provide ongoing feedback to the team; deliver on-the-job training through joint field work.
• Identify high-potential talent and coach for future roles; reward and recognise team.

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