Dr. Reddys Laboratories - Head - Sales - Urology

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Skills & attributes:
Technical Skills:
- Basic understanding of pharmaceutical industry, market trends, competitors, customer understanding.
- Strong relationship-building skills to establish and maintain connections with key healthcare professionals, opinion leaders, and healthcare institutions across India.
- Understanding of Trade Generics industry (customers, products, rates, etc).
- Analytical skills to assess market trends, competitor activities, and customer needs across the Indian pharmaceutical market.
- Ability to set clear goals, provide guidance, and track team performance.
- Strong sales and marketing acumen, including experience in promoting pharmaceutical products to healthcare professionals and institutions.
- Stay updated on the latest developments in pharmaceutical research, treatment modalities, and industry best practices in the Indian market.

Behavioural Skills:
- Excellent communication and interpersonal skills.
- Have zeal to coach/ mentor.
- Adept at problem-solving and making data-driven decisions.
- Good at building and leveraging relationships.
- Skills in recruiting, training, and developing a high-performing national sales team.
Job Summary:
We are looking for dynamic and experienced leader as Head Sales to develop and implement the launch plan for new products, develop forecasts for existing products and track achievement of sales, identify opportunities to strengthen the distribution system, network with industry peers, build customer relationships, identify new opportunities to grow the business, identify capabilities and resources required for implementing relevant initiatives.
Roles & Responsibilities:
- You will be responsible for continuously gathering information on regulatory requirements, customer behaviour, demand patterns, and the competitive landscape through networking with industry partners and gathering market intelligence.
- You will be responsible for attending industry trade shows and conferences to identify emerging trends and gather insights.
- You will be responsible for reviewing sales figures of existing product lines and volumes expected for upcoming launches and developing strategies for entry/penetration into identified territories/customers.
- You will be responsible for providing insights to SRx Marketing teams for refining marketing plans based on field data.
- You will be responsible for establishing sales targets for each product, national account, and IDN sales region.
- You will be responsible for gathering requirements from customers and updating contract terms on the Contracts portal.
- You will be responsible for providing clarifications to the Contract team and participating in final contract decisions.
- You will be responsible for reviewing service agreements with customers annually and initiating corrective actions as needed.
- You will be responsible for regularly meeting with customers to understand their business plans, reviewing sales against forecasts, and identifying strategic opportunities.
- You will be responsible for updating forecasts and adjusting prices when necessary.
- You will be responsible for conducting launch discussions by gathering inputs on the product launch landscape and determining market share objectives.
- You will be responsible for interacting with employees across various levels and functions of customer organizations.
- You will be responsible for attending conferences and GPO Trade Shows to gather insights into customers' strategic priorities.
- You will be responsible for participating in customer scorecard meetings to gather feedback and identify areas of improvement.
- You will be responsible for identifying potential new customers and assessing their product needs.
- You will be responsible for providing inputs to the Finance team for defining credit limits and assisting in following up with customers regarding outstanding receivables.
- You will be responsible for conducting goal setting, performance appraisals, and mentoring/coaching sessions for team members.