Regional Sales Manager - OTC Products

Liontree HR Consultants Pvt Ltd
  • Mumbai
  • 10-12 lakh
  • 8-10 years
  • 298 Views
  • 07 Jul 2015
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  • Sales/ Business Development/ Account Management

  • Pharmaceuticals/ Life Sciences/ Clinical Research
Job Description

Overview of the Role : RSM / Area Sales Manager
Role Objective :
A newly established role that is primarily responsible for driving the Sales objectives mainly focussed towards generating sales demands & setting up Sales & Distribution organizations for the CHC business

Reporting into : Zonal Heads
Location :State/Region Specific
Stakeholders :
Internal : Sales and Marketing teams (CHC mainly, with some Rx e.g. Breathe Free)
External : Trade Partners Stockists/ Distributors/ Agencies / Chemists)


Key Roles & Responsibilities :

Driving the Territory Sales Revenue Targets
Sales & Distribution organizations : Identifies Distributor, helps build their organization and responsible for capability building
Implementation of on ground marketing programmes for assigned territory (which includes Trade Activations) & sales execution across the territory (distribution, in-store availability, activation & merchandising implementation)
Supervise trade activation and lead sales execution across the territory (distribution, in-store availability, activation & merchandising implementation);
Identify on-ground business issues : Monitor & Audit daily business Issues & Provide market/sales feedback and complete all necessary reports within the stipulated time frame
Identify opportunities : maximising business relationships & tapping market information by gathering competitors info (promotions, launches, organization changes, etc) and regularly update the sales force teams
Monitor & tracks Trade Budgets
Advising on: realistic forecasts for each product and territory (based on historical data, market trends, competitive activity, promotional strategy and sales effort), realistic costs of operating the sales force; and sales promotion programme plans.
Key Metrics Sales, Distribution (numeric & weighted), Share of Shelf & Share of Displays (if we can set up a Panel) or any activation specific measures depending on the categories too.


Assessment Criteria :

Academics: Minimum Graduation, fluent in English
Tenure & Age : Experience in Range of 8 -10 years of Sales Experience
Territory: Should have managed a large territory within a Zone
People Management: Should have managed a team of 4 to 8 people
Fast Learner: Learns fast and proven adoptability to new business environment- multiplicity of experiences
Experience with Stockists/ Distributors : Relevant experience in Stockists selection + recruitment/ staff recruitments / capability building on Logistics, customer service, inventory management, trade terms etc.
Positive mind-set: As there will be constant change and competitive attacks

Qualifiers :
Chemist Retailing Experience ( FMCG , OTC products would be added advantage)
Basic Field working knowledge ( Route planning : DRCP )
Well connected with OTC distributors and setting up the distributors channel for OTC
Ability to manage / coach team

Chemist Retailing Experience ( FMCG , OTC products would be added advantage)
Basic Field working knowledge ( Route planning : DRCP )
Well connected with OTC distributors and setting up the distributors channel for OTC
Ability to manage / coach team
Fast Learner / Flexibility


Competencies/Skill sets for this job

Sales Distribution Trade Revenue Customer Service Otc Route Planning

Job Posted By

About Organisation

Liontree HR Consultants Pvt Ltd