Regional Sales Manager - Chennai

Pharma Placements; Chennai District; On-site; INR 900,000 - 1,300,000; Full time

Job summary

Pharma Placements is seeking a second line manager in the pharma sector to lead regional sales efforts for cardio-diabetic products. The role requires coordinating ASM teams, planning targets, and driving promotional activities across doctors, wholesalers, and hospitals.

Candidates should have proven regional sales experience in pharma and a track record of motivating field teams, with a focus on compliant promotional practices and event reporting.

Qualifications

• Currently working as a second line manager in a reputed pharma company.
• Experience promoting cardio-diabetic product range.
• Ability to plan regional targets and lead ASM/TSM teams.

Responsibilities

• Achieve regional sales targets by planning monthly targets for the region and scheduling sales for each ASM.
• Coordinate ASM efforts within the region and ensure product availability with wholesalers.
• Plan and execute promotional campaigns and target high-potential medical practitioners to drive prescriptions.
• Guide ASM in sales strategy, customer selection, and visit frequency to optimize coverage.
• Develop sales strategies in consultation with ASM and accompany calls to demonstrate products.
• Ensure adherence to promotional guidelines and adverse event reporting policies.

Job description

Please note that only those candidates who are currently working as a second line manager in a reputed Pharma company promoting Cardio Diabetic range of products need apply.

Key Accountabilities

Strategic/Policy & SOP

• To achieve his/her assigned Sales Target the incumbent has to Prepares the REGION targets for each of the key products, plans monthly sales targets and schedules sales for each member of his team of ASM so as to optimizethe potential and field force productivityfor each member of the team and for the Region as a whole.
• Coordinates the sales efforts of ASM In the REGION, with the availability of productswith the wholesalers and takes prompt action to fill gaps, if any
• Plans and organizes sates promotion campaigns, selecting a manageable number of pre-selected medical practitioners with high potential in the context of therapeutic requirement target for ASM to make repeat calls or increase the frequency of calls and projecting specific sales message to motivate them to prescribe the company's products.
• Guides and assists the ASM in evolving and implementing sales strategy, selection of customers, profitable coverage of sale area, determining frequency of calls.
• Plans and develops suitable sales strategy, consultation with the ASM and accompanies the ASM/MR for making a call on medical practitioner, retailer or a hospital to demonstrate to him and help bulk, self-confidence and sharpen his skills.
• Guides and instructs ASM in compliance of promotional guidelines and adverse event reporting policies and procedures and as related to date expiry products.

Operational

• Keeps himself updated on the competitor's activities through personal visits to medical practitioners, wholesalers and retailers and through systematic collection and analysis of data and statistics and information from ASM in the field.
• Makes personal visits to customers to build up effective relationship and face-to-face selling and promotion of sale.
• Reviews and assesses the effectiveness of sales campaigns end programs, takes corrective action and recommends improvement in sales planning, sales methods market coverage and sales administration.
• Keeps his managers informed as required by him on sales achieved, market conditions, competitors activities and the performance of h s team members Maker recommendations on sales strategy, operations and methods and reducing costs

People

• Demonstrate and promote Company'svalue system in all interactions. Set out targets and objectives jointly for key positions.
• Groom Direct/Indirect Reports to drive Sales Performance in accordance with the Policy/SOP frameworks
• Appraise performance on the achievement of targets against predefined objectives and recommends career progression decisions
• Actively focus on subordinate development through performance monitoring, periodical counseling, guiding and coaching.
• Approve leave, travel related allowances etc., of ASM/TSM

Financial

• Ensure all product budgets
• Regulates the acceptance and execution of orders within the authorized limits and sees that the customer dues are collected in accordance with credit terms and outstanding are kept to the bare minimum.

Technology

• Use and ensures technology solutions especially E-Reporting (CBO) for enabling batter information availability.
• Use and ensure technology development for adoption in filed operation and training.

Performance Measures

Key Performance Indicators (KPI)

• Strict compliance of company POLICY and SOPs
• Achievement of REGION sales targets based on Cost, Quality, Time and Service parameters.
• Field productivity and key activities index.
• People development & People Management.
• Training needs analysis/competencies development.
• Compliance with commercial norms.
• Compliance of self and ASM switch SOPs relating to product promotion and adverse event reporting.
• Regions productivity norms.
• Account receivable norms.