Sales Manager

Orchid Pharma; Gurugram District; On-site; INR 1,500,000 - 2,500,000; Full time

Job summary

Orchid Pharma is seeking a seasoned Sales Manager to lead a regional team (CBMs/ASMs/MRs) and drive target achievement across primary and secondary sales in the assigned region. You will shape regional plans, manage key accounts, and ensure compliance while coordinating with marketing and medical teams.

The role requires extensive travel within the region and a track record of delivering sales targets through effective leadership and strategic execution.

Qualifications

• Bachelor in Science / B. Pharma or relevant field.
• PG degree in Business Management (Preferable).
• Minimum of 10 years of experience in sales management.
• Proven track record of achieving sales targets and managing sales teams.

Responsibilities

• Drive achievement of company sales targets (Monthly, Quarterly and Annually) in Primary & Secondary.
• Ensure optimum billing and stock management at distributor level and timely collection of payments.
• Create and modify Regional Sales Plan based on brands, market trends, and ROI.
• Manpower planning, deployment and training with regular redeployment based on analysis.
• Build relationships with key decision makers in customers (KOLs, HODs, CIP).
• Coach and develop reporting RMs for higher responsibilities and team growth.
• Collaborate with Marketing and Medical teams to implement strategies.
• Identify talent with training and provide support to weak candidates.
• Proactively recommend activities and promotions to HO/Marketing.
• Ensure timely execution of activities and promotions.
• Anticipate and address problems with team, customers, or distribution.
• Ensure legal compliance in all aspects.

Skills

Results Orientation

Planning and Analytics

Persuasive Influencing

Leadership & Coaching

Executive Maturity

Risk-Taking Ability

Education

Bachelor in Science / B. Pharma

PG in Business Management

Tools

MS Office

Online reporting tools

Job description

The successful candidate will be responsible for developing and managing a team of CBM’s / ASM’s and MR’s for achieving sales targets in their assigned region. They will also be responsible for developing, implementing, and executing sales strategies and plans, identifying customer needs, and maintaining strong relationships with key clients. Role will require significant travel with the in assigned region.

Responsibilities

1.Drive achievement of company sales targets (Monthly, Quarterly and Annually) both in Primary & Secondary, with tight control on commercial policy discipline.

2.Ensure optimum billing , keeping track of stock management at the distributer level and finally ensuring timely collection of payments .

3.Create and constantly improve / modify Regional Sales Plan based on:

• Progress of key Focus brands
• Successful launch of New Brands
• Analysis of market trends & competitor activities
• Analysis of our own sales (SKU wise), volumes and net prices / discounts
• Right selection of Town / Hospitals to be covered
• Manage promotional spends within promo budget through optimization and prioritization of spends. also be responsible for ROI

4.Manpower planning, deployment and training / coaching with regular updating / redeployment as necessary based on sales analysis and ensure minimal attrition.

5.Lead with building direct and personal relationships with key decision makers in key customers – eg KOL’s, HOD’s, CIP (Commercially Important Person) etc.

6.Coach and Develop reporting RMs , for higher responsibikities and additionally coach and motivate them to develop their team as well.

7.Work closely with Marketing and medical team to ensure that strategies are implemented as required.

8.Work with the training team , to identify talent and develop them for future rolls and also ensure that right support is given to weak candidates.

9.Proactively recommend activities, promotions as needed to HO / Marketing.

10.Ensure perfection in execution of such activities and promotions in a timely manners.

11.Anticipate and address problems in a timely manner be it with our Team, Customers or Distribution.

12.Ensure legal compliance in all aspects.

Skills and Competencies

Managerial

• Results Orientation and Action Orientation
• Planning and Analytical ability
• Persuasive Influencing skills, High Relationship Skills and engage internal stakeholders effectively
• Leadership and strong commitment to Coaching and mentoring of team
• Executive Maturity, Self-motivated and positive
• Managerial Courage and Risk Taking Ability

Profile & Education

Education

• Bachelor in Science / B. Pharma or relevant field
• PG degree in Business Management (Preferable)

Experience

• Minimum of 10 years of experience in sales management, product management / key account management with a proven track record of achieving sales targets and managing sales teams.

Technical Skills

• Strong understanding of pharmaceutical use in hospitals, especially Antimicrobials.
• Proven expertise in Hospital sales, with good understanding of their purchase decision making process
• Proficient with MS office and other online reporting tools
• Experience of launching innovator /unique formulations (desirable)
• Pharmaceutical (preferably from Antimicrobials)