A global healthcare leader, Novartis has one of the most exciting product pipelines in the industry today. A pipeline of innovative medicines brought to life by diverse, talented and performance driven people. All of which makes them one of the most rewarding employers in their field.
Post: Channel Incharge - Siliguri
Job Description
• To aggressively drive business growth in the specified territory. Effectively manage Medical, Retail, Channel and Key Account customers. Flawlessly execute the brand strategies in the designated HQs through effective team leadership. Achieve monthly Sell In/Sell Out targets. Keep team motivated and engaged to maximize business productivity.
Major Accountabilities
Achievement of business objectives with the Channel partners / Modern Trade partners
Channel partners through:
• Agreeing on Channel Coverage Plans with supervisor
• Preparing Stockist wise monthly business plan
• Inputting to Demand Planning through efficient Sales Forecasting (by SKU) for his/her territory
• Planning Sell In / Sell Out, CRM activities and analyzing business trends
• Actively drive the following activities
- Execution of market schemes
- Relationship with Stockists & Wholesalers
- POB Generation (Stockists and wholesalers)
- Manage business through DSRs
- Compilation and Analysis of sales reports
• Maintain strong relationships with local CFA
• To drive business development through an optimal and effective distribution network
• Monitor sales returns (saleable and non-saleable) & SIT (Stock in Trade) to within prescribed limits
Modern Trade partners through:
• To agree on outlet coverage and beat plans with RCDM and RBM
• To execute ToT and all other special activities as agreed with the customer
• To coordinate for store level / DC orders
• To ensure high customer service levels (including product delivery and claims) leading to disproportionate mind share of the customer towards Novartis brands
• To build and maintain strong relationships with key account customers
• To develop and manage modern trade specific distributors to achieve monthly Sell In and Sell Out objectives
• To ensure timely receipt of payments as per agreed ToT
• Monitor sales returns (saleable and non-saleable) & SIT (Stock in Trade) to within prescribed limits
Coach and support the Medical Sales Representatives on the following activities:
• Survey the universe of Doctors and attached retail outlets, and prepare a detailed beat plan for doctor and retail coverage, basis their potential.
• To make effective Doctor calls through an engaging dialogue with the Doctor
• To make effective retail calls through an engaging dialogue with the retailer, and conduct Retail Chemist Prescription Audit (RCPA) to analyze business dynamics of competitive brands
• To drive PR for the medical range of products of the company at the doctor chamber
• To promote prescription driven and consumer driven brands as per promotional strategies laid down
• To plan and conduct special promotional activities for customer relationship management, like CME's / BMD camps etc., and measure ROI through predefined KPI’s
• To do customer output business analysis and its linkage to brand wise sell out objectives
• Deliver desired levels of POB
Coach and support the Retail Sales Representatives on the following activities:
• Survey the universe of Retailers to prepare optimal retail list based on business potential and prepare a detailed beat plan
• Continuously improve the productive coverage
• To make effective retail calls through an engaging dialogue with the retailer ensuring flawless execution of all retailing objectives, like DnD norms, scheme bookings, etc
• Develop concept selling skills in order to flawlessly execute NPL launches
• To promote all brands (consumer driven and prescription driven) as per promotional strategies laid down
• To plan and conduct special activities for customer relationship management like In-shop activities etc.
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People Management: To ensure effectiveness of Medical & Retail Sales Force:
• “Joint work” for coaching, following up on execution and achievements, communicating company policies/ procedures, conducting induction & training sessions, conducting appraisal/ career development discussions
• Drive Incentive realization & Award programs to peak motivation and performance
Other Responsibilities include:
• To adhere to Novartis business norms/ SOPs/ Group compliance/ Code of conduct and OTC P3 policies
Key Performance Indicators
• Overall Sell in/out Objectives
• NPL Sell in/out Objectives
• Incentive/Award Realization
• Achievement of Channel, Retail & Medical KPIs
Candidate Profile
Education - Full Time MBA Degree from a Recognized University, with specialization in Marketing or sales
Experience - 3-4 years in a FMCG/OTC Company with Experience in Channel Management
Excellent verbal and written communication skills
Good relationship building, negotiation skills and listening skills
Demonstrated people leadership capabilities
Working knowledge of MS Office
Willing to travel extensively
Additional Information:
Job ID: 144153BR
Experience: 3-4 Year
Industry Type: Pharma/Biotech/Clinical Research
Functional Area: Sales
Location: Siliguri
End Date: 30th July, 2014
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