Sales Manager

Cadila Pharmaceuticals Limited; Ernakulam; On-site; INR 800,000 - 1,400,000; Full time

Job summary

Cadila Pharmaceuticals Limited is seeking a Sales Manager to lead a regional sales team (ABMs and FOs) and drive growth through strategic planning, forecasting, and brand development.

You will build strong KOL relationships, coordinate with distributors, ensure timely product availability, and monitor performance to achieve monthly and annual targets.

Responsibilities

• Drive achievement of monthly, quarterly, and annual regional sales targets.
• Ensure brand-wise sales achievement with focus on priority/Aatmanirbhar brands.
• Ensure ABMs and FOs achieve territory targets and improve productivity.
• Maintain business hygiene by reducing sales returns and expiries.
• Forecast accurately for uninterrupted product availability.
• Strengthen coordination with distributors and channel partners.
• Achieve collection and receivables targets.
• Take corrective actions for slow-moving or underperforming products.
• Drive balanced growth across therapy segments.
• Lead, coach, and mentor ABMs to drive high performance.
• Monitor field productivity metrics and 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.
• 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.
• 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.

Skills

Regional sales strategy

Leadership & performance management

Business forecasting

KOL & key account management

Data analysis & decision making

Execution excellence & compliance

Job description

Job Description

Role Objective: 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

1. 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.
2. Leadership & Team Development
   • Lead, coach, and mentor ABMs to drive high performance.
   • Monitor field productivity metrics:Minimum Doctor Call Average of 1295%+ MCR coverage95% 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.
3. 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.
4. 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

• Regional Sales Strategy & Target Achievement
• Leadership & Performance Management
• Business Forecasting & Distribution Management
• KOL & Key Account Management
• Data Analysis & Decision Making
• Execution Excellence & Compliance Orientation