Sales Manager

Cadila Pharmaceuticals Limited; Chandigarh; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

Cadila Pharmaceuticals Limited in Chandigarh seeks a Sales Manager to lead ABMs and FOs, steering regional sales growth through strategic planning and disciplined execution. You will foster distributor collaboration and drive brand performance across priority therapies while ensuring accurate forecasting and strong field execution.

You will develop KOL and key account relationships, implement marketing initiatives, and mentor a high-performing sales team to deliver sustainable market expansion

Qualifications

• Experience in first line management and field leadership in pharma sales.
• Strong analytical, interpersonal and leadership skills.
• Demonstrated commitment to ethical compliance and process discipline.
• Ability to drive brand growth and maintain KOL relationships.

Responsibilities

• Drive achievement of regional monthly, quarterly, and annual sales targets.
• Ensure brand-wise sales with focus on priority brands and timely launches.
• Lead ABMs and FOs to meet territory targets and elevate productivity.
• Forecast demand to ensure uninterrupted product availability.
• Strengthen coordination with distributors and channel partners.
• Achieve collection and receivables targets and minimize expiries.
• Monitor field productivity metrics and drive high performance.
• Develop and sustain relationships with KOLs and key customers.
• Translate marketing programs into regional action and monitor impact.

Skills

Territory planning

Team leadership

Sales target achievement

KOL & key accounts

Ethical compliance

Job description

Role Objective / Major Purpose of the Job

The Sales Manager will be responsible for achieving the budgeted sales targets of the assigned region by leading, guiding, and developing a team of Area Business Managers (ABMs) and Field Officers (FOs). The role focuses on strategic business growth, brand development, KOL management, distribution effectiveness, and strong execution of marketing initiatives through structured planning and monitoring.

Principal Tasks & Responsibilities

Regional Sales & Business Achievement

• Drive achievement of monthly, quarterly, and annual regional sales targets.
• Ensure brand-wise sales achievement with special focus on priority/Aatmanirbhar brands.
• Ensure each ABM and FO achieves territory targets and improves overall productivity.
• Maintain business hygiene by reducing sales returns and minimizing expiries.
• Ensure accurate forecasting for uninterrupted product availability.
• Strengthen coordination with distributors and channel partners.
• Ensure achievement of collection and receivables targets.
• Take corrective actions for slow-moving or underperforming products.
• Drive balanced growth across therapy segments.

Leadership & Team Development

• Lead, coach, and mentor ABMs to drive high performance.
• Monitor field productivity metrics:
• Minimum Doctor Call Average of 12
• 95%+ MCR coverage
• 95% KOL coverage
• Conduct regular field visits and joint working to improve execution quality.
• Build a performance-driven and compliant sales culture.
• Ensure manpower planning, retention, and capability development.

KOL & Key Customer Development

• Develop and sustain strong relationships with KOLs and key customers.
• Support implementation of strategic alliance programs to maximize ROI.
• Periodically track KOL contribution and initiate corrective interventions.
• Personally engage with high-value customers to strengthen brand positioning.

Marketing & Strategy Execution

• Ensure effective implementation of marketing programs (CMEs, symposiums, brand campaigns).
• Translate business strategy into regional action plans.
• Track implementation effectiveness and close execution gaps.
• Monitor team performance and compliance through Phyzii reporting.
• Implement local strategies in alignment with national business objectives.

Key Skills & Competencies

Functional / Technical

• Territory & Business Planning
• Team Leadership & Performance Management
• Sales Target Achievement
• KOL & Key Account Management
• Ethical Compliance & Process Discipline

Behavioural

• Experience in prior First Line Management experience preferred.
• Strong process orientation is an advantage.
• Good interpersonal, analytical, and leadership skills.
• Strong communication, execution capability, and attention to detail.