Sales Operations Manager - General Trade - Pharma

Location: Mumbai (Head Office)

Work Mode: Work from Office - 6 Days a Week

Industry: Pharmaceutical - General Trade

Level: First-Line Manager (FLM) / Second-Line Manager (SLM)

JOB SUMMARY:

We are looking for an experienced Sales Operations Manager to drive sales performance, distribution expansion, and secondary sales across Maharashtra and Gujarat. The role involves managing distributor and stockist networks, improving field force productivity, and implementing regional growth strategies to achieve business targets.

KEY RESPONSIBILITIES:

• Manage distributor and stockist networks, ensuring efficient distribution, product availability, and sales growth.
• Drive secondary sales across chemists, retailers, wholesalers, and stockists.
• Optimize distributor performance, including primary sales, billing efficiency, stock availability, and ROI.
• Strengthen general trade operations and expand distribution channels across assigned markets.
• Monitor field force productivity, including daily calls, POB (Product Order Booking), coverage, call averages, and conversion ratios.
• Coordinate with field sales teams, including ASM/FSO-level employees, to achieve sales targets.
• Conduct field visits and joint working to identify performance gaps and implement corrective actions.
• Analyze regional sales data, secondary sales trends, and productivity metrics to identify growth opportunities.
• Maintain dashboards and reports to track daily, weekly, and monthly sales performance against targets.
• Monitor stock movement, inventory levels, expiry management, product availability, and scheme utilization.
• Review outstanding payments and ensure timely collections.
• Evaluate scheme effectiveness and ROI to improve sales and distribution efficiency.

KEY REQUIREMENTS:

• Degree in Pharmacy (B.Pharm.) or Science preferred; MBA in Sales/Marketing is an advantage.
• 5 - 10 years of experience in pharmaceutical general trade sales operations.
• Minimum 3 - 5 years of experience managing distributor-driven markets, with mandatory exposure to Maharashtra and Gujarat.
• At least 2 years of leadership experience in a sales function.
• Currently working at First-Line Manager (FLM) or Second-Line Manager (SLM) level.
• Strong expertise in secondary sales, distributor networks, general trade operations, and channel expansion.
• Good understanding of D2R (Distributor to Retail) and D2S (Distributor to Stockist) models.
• Experience managing field sales teams and improving productivity.
• Proficiency in Gujarati or Marathi is mandatory.
• Strong analytical, communication, team management, and data interpretation skills.
• Ability to drive execution and achieve targets in a fast-paced environment.
• A strong academic record across SSC, HSC, graduation, and MBA, where applicable, is preferred.

ADDITIONAL INFORMATION:

• Head-office-based role in Mumbai, with field sales teams working under the Sales Operations Manager's guidance and coordination.
• Six-day working week.
• Selection process includes two interview rounds; the final round is mandatory face-to-face (F2F).

MANDATORY CONDITIONS:

• Gujarati or Marathi language proficiency.
• Relevant experience handling Maharashtra and Gujarat markets.