Roche Pharmaceuticals, India, has been disseminating scientific knowledge pertaining to innovative medicines to the medical fraternity. We have products in therapeutic areas such as Oncology, Virology, Nephrology, Transplantation, Anemia... Not translated Arthritis. In recognition of its contributions in Oncology, Roche India has been awarded the ‘Best Oncology Company of the Year,' by Frost & Sullivan at the India Healthcare Excellence Awards for the years 2011, 2012 and 2014.
Post : Area Sales Manager
Roles and Responsibility
(1) Planning
• Evaluate the market environment & estimate the Demand of Specific Products on a yearly basis
• Prepare a business plan for the area on a yearly basis & implement as per approval of RSM
• Prepare monthly sales plan & estimate the inventory requirement at C & F level
• Prepare the sales promotion plan through field activation programs, in shop activities etc.
• Review sales & provide rolling forecast every month
(2) Sales Promotion
• Communicate the sales promotion plan to sales executives and territory managers in each territory and supervise the execution of the same
• Make a proper record of all the sales promotion activities and their expenses along with the sales generate from the promotions (with feedback on efficacy of the various campaigns)
(3) Sales
• Ensure execution of Territory Wise, Monthly Achievement of Sales Plan
• Design and Implementation of Sales Schemes in consultation with the RSM and distributors
• Facilitate Coordination between Sales Team, Distributors/C&F/Retailers/Chemists/Hospitals to achieve Sales Targets
(4)Distribution Management
• Monitor Distributor Performance
• Review existing distribution network & on a need base propose appointment of New Distributors
• Propose termination of Non Performing Distributors
• Motivate the distributors & dealers with regular communication by phone, letter or visiting them
• Sort out their issues & concerns regarding accounts, price, competition, demand generation & scheme
(5) Collection of Payment
• Ensure execution of Territory Wise , Monthly collection
• Facilitate Coordination between Sales Team, Distributors/ and C&F to achieve Collection Targets by continuous follow ups
(6) People Management
• Ensure Monthly Review of Sales and Collection Performance vis a vis Targets and initiate corrective actions, guidance to team members in case of deviation
• Ensure availability of resources for sales team
• Responsible for Safe Custody and Maintenance of all Company Assets in the Area
• Reporting Authority and Team Leader for entire Area Sales Team
• Ensure HR activities in the Area including Appraisals, Development Recommendations and Discipline
• Execute Area Manpower Plan and allocation in accordance with the budget approvals
• Monitor all expenses at the Area Level pertaining to sales team
• Act as a bridge between Management Expectations and field force needs
• Help/Guide team members to perform their role effectively
(7) Others
• Address all the complaints / suggestions received from the distributors /dealers/retailers/chemists/customers
• Ensure all government approvals and coordinate with the C & F’s and RSM for running the business in the Region
Additional Information
Experience : 3 years
Qualification : Min Science/Pharmacy Graduate
Location : Delhi
Industry Type : Pharma
Functional Area : Sales & Marketing
End Date : 2018/08/31
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