Sales Manager

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
• 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 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.
• 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
• 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.