Area Sales Manager

The ideal candidate will be responsible for building out our sales and marketing strategy, sales forecasting reports, and sales pipeline. You will then monitor our sales performance with the goal of expanding our companys market share. Your collaborative nature will help you succeed when coordinating with external distributors and internal sales and marketing teams.

Responsibilities

• Sales & Target Achievement: Drive overall sales performance, achievebrevenues and volume targets (MOM/QOQ/YOY), and expand the products reachbin new and existing markets for assigned territory.
• Market Expansion: Add new distributors, explore and enter new customers.
• Team management: Recruit, train, motivate, and manage a team of sales executives and area sales managers to meet regional sales objectives (If Applicable).
• Sales strategy: Develop and implement effective sales strategies for the assigned territory, goals, and action plans to support regional business objectives.
• Business development: Expand the customer base by identifying and pursuing new business opportunities in the assigned region. Lead new product launches and promotional campaigns in both pharma and academic markets. Represent the company at trade shows, technical conferences, and industry events to drive visibility and business development. Organize scientific symposiums, academic workshops, and product demonstrations to strengthen engagement
• Channel management: Build and maintain strong relationships with dealers, distributors, and key institutional customers (e.g., in the Pharma, Academic sector, chemicals).
• Performance management: Conduct performance reviews, monitor progress toward sales quotas, and provide coaching and counseling to the sales team.
• Budgeting and forecasting: Prepare annual sales forecasts and budgets for the region, analyze variances, and take corrective actions.
• Market intelligence: Stay informed about sales and marketing trends, competitor activities, and new product opportunities, helping the marketing team to develop counter strategies.
• Sales Operations KPIs:

1. Monitor Sales Growth rate (MOM, QOQ, YOY)
2. Customer Conversion rate
3. Customer retention and churn rate
4. 
   Customer acquisition cost

• Data Analysis & Reporting: Monitor sales trends, customer profiling, secondary sales tracking, and generate MIS reports; and provide insights to the management team for strategic decision-making and corrective actions.

Other Responsibilities:

1. Ensure coverage of key accountsincluding doctors, hospitals, academic institutions, and scientific buyersvia structured call plans.
2. Utilize DVL (detailed visit list), KOL/KBL mapping, and doctor-product matrices
3. Conduct RCPA audits in retail channels and/or academic procurement cycles
4. Coordinate logistics, inventory, order fulfillment, and collections with relevant internal teams.

Experience:

• Experience: A proven track record in sales and business development, often with significant experience in a specific region and industry. Must have experience of 5-8 years in pharmaceutical sales or scientific trade (pharma, medical devices, scientific instruments, APIs, or academic research equipment).
• Leadership: Demonstrated experience leading and mentoring a high-performing sales team.
• Strategic thinking: Ability to develop and execute strategic sales plans to achieve both short-term and long-term goals.
• Communication skills: Excellent verbal and written communication skills for dealing with team members, distributors, and customers.
• Analytical skills: Proficiency in analyzing sales data, interpreting market trends, and preparing financial reports and budgets.

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• Computer Skills: Strong computer skills (Must be proficient with Excel, PowerPoint, and Word). Working knowledge of SAP and Salesforce tools, GEM is an added advantage.
• Problem-solving: Aptitude for resolving complex sales-related challenges and customer issues.
• Government Tendering Experience: Exposure to government tendering is a must.

Core Skills & Tools:

• Hands-on experience with Salesforce (SFDC) for CRM, call plans, lead tracking, and opportunity management.
• Proficient in MIS reporting, sales forecasting, and analytics using Excel or BI tools.
• Strong knowledge of the pharma/academic/scientific market ecosystem (channels like doctors, hospitals, retailers, KOLs, and academic buyers).
• Exposure to both pharma and academic institutional buyers.
• Understanding of scientific products, lab consumables, equipment, or research needs.

Qualifications

• Bachelors or Masters degree in Pharmacy, Life Sciences, Biotechnology, or Business (MBA preferred).
• Previous experience in technical sales
• Previous industry experience