District Sales Manager

Job PurposeDrive and achieve the revenue objectives for the assigned area by managing and motivating the field force, driving marketing initiatives as well as account management to ensure sales contribution in line with overall company objectivesKey AccountabilitiesPeople and Performance ManagementDrive and motivate the field force to ensure achievement of individual and overall sales targets for the allocated areasVisit the medical representatives on field, a regular basis to supervise their effortsReview their sales pitch to the doctors, and coach them for improvements on the sameIf required, visit key doctors along with the MR to provide hands-on training to improve the skills of MRDirect the call plan for each MR for the weekTrack the performance of reporting MRs on a weekly basis, and accordingly re-create the deployment plan of high-performing MRs at key doctor sitesEnsure perfect implementation of marketing plans and activities including sample and marketing materials distribution planning and executionMonitor target achievement by the team for each product within each therapy area to achieve product-wise targetsConduct MR recruitment as and when required by the businessPrepare a detailed performance & sales report and submit the same to the country head for reviewPropose an incentive structure for the MRs and ensure pay-out of incentives by Finance, on timely basis, to keep the team motivatedCommercial Execution:Drive marketing activities within the country to build a strong Cipla brand imageAttend to key customers/ KOLs/ doctors, in each area, personally, and develop a long term relation with themUtilize these KOLs during conferences and other events on behalf of CiplaVisit key pharmacies in the area to influence them to increase prescription rate of Cipla productsDrive Cipla initiated events, conferences, campaigns as well as Big Bang events in the country/ area by identifying and recommending speakers, planning the event agenda and topics, and arranging for the invitations to be given to KOLs in coordination with external design agenciesConduct CMEs and clinics with key doctors and large hospitals within the areaCommercial Execution / Staff development:Drive and conduct trainings for to team to enhance productivity and align the skill-set to changing market scenariosCoordinate closely with the SFE team to provide inputs on training needs for the team/ MRsEnsure trainings are conducted as per scheduled plannerPersonally conduct technical sales trainings and medical trainings for the MRs on a regular basis to refresh their skills and product knowledgeVisit doctors along with the MR to provide hands-on training to improve the skills of MRAccount Management:Lead, develop and manage key accounts to build long-term partnerships with key healthcare stakeholders, optimize sales and revenue opportunitiesDevelop, communicate and implement strategic account plans for key accounts including sales forecasts and budget for key accounts, against agreed KPIs; and manage opportunity pipeline to achieve growth plansWorks in Tier 1 & 2 accounts to build long-term partnerships with the customersBuilds stakeholder mapping and engages with decision makers & influencers within the accountDevelop and implement Item’s introduction and list inclusionPropose, sign, follow execution of annual Deals/Contracts/ JBP (Joint Business Plans) that enabling the execution of planned strategiesReview and ensure zero mistake / complete orders billing, delivery and customer receivingAccount Management:Manage wholesalers in the allocated areas to check the stock availability and accordingly place orders as required by businessCheck the availability and consumption of all Cipla products at the wholesaler warehouse in line with forecasted sales on a monthly basisProactively place orders to maintain inventory levels at the wholesalers, and avoid peaksCoordinate with distributors to follow orders executions, identify any product/ supply related issues, and accordingly propose and drive the resolutionDistribution ManagementCoordinate with distributors to follow orders executions, identify any product/ supply related issues, and accordingly propose and drive the resolutionMarket Intelligence:Track the competition and accordingly redesign own business strategy to maintain competitive edge in the marketPerform regular competitor mapping at product level for the country, by analysis key competitors and their product portfolio, strategies implemented by them, pricing etc. and prepare a report suggesting an action plan (for country manager’s approval)Educational qualifications: BS degree in pharmaceutical / Medical / Dental scienceRelevant experience: At least 5 years of experience required including 2 years as a sales/District/Territory Manager in the pharmaceutical industry is required for this positionVery Good command of Arabic and English languages.High people management and influencing skills requiredHave an extensive network and strong relationship with KOLs and Key customers stakeholdersMust be analytical, detailed, passionate, organized and systematic.A resilient with Strong analytical and problem-solving skills.Results oriented with ability to meet deadlines and handle challenging & multiple assignments/tasks.Self-motivated and energetic with drive to excel.Excellent communication and presentation skills.Proficient with required practical applications & software.