Area Sales Manager - OTC & Consumer Business Division - Pharmaceutical

We are urgently hiring for Area Sales Manager- OTC Division for a Leading Pharmaceutical company, entering the segment of Consumer Business & OTC.

Location- Kolkata

About the Role:

- To lead the execution of channel, consumer & customer marketing initiatives across their area unit, for all Cx brands, ensuring an outstanding level of execution excellence in market.

- Deliver the revenue, distribution (weighted & numeric) and sales KPIs as per the annual operating plan.

Key Responsibilities:

Distribution & Visibility :

Budgeting & planning of sales revenue in the assigned geography

Ascertaining that company schemes & targets being deployed at the distributor/salesman/ retailer level

Deliver the product distribution roadmap of the area.

Training & motivating field force to achieve company objectives

Implementing sales promotion activities in assigned geography including settlement of all claims

Lead local areas team to execute on ground channel / customer strategies

Work within area teams to maintain stock pipelines, basis seasonality and annual brand plans.

Ensure that the distributors field reps are well trained & equipped with sales tools (selling presentation, visibility aids, POS etc)

Accountable for planning & executing all BTLactivities involving scheme design & implementation, negotiation for space allocation, visibility and drafting consumer promotional plans

Work with Pharma MT / Institutional launch / sell-in & sell-out programs by attending customer meetings.

Trade Marketing

Oversee the plans for spends - regularly reviewed and updated

Execute the BTL programs with passion and clarity

Ensure and seek tools for the areas sales teams to sell and activate all activity.

Manage implementation of specific MT chain programs

Maintain knowledge of both competitor activity and industry best practice; regular timely updates to help future planning

Implement the Strides Cx policies on in-trade conduct, recalls, consumer care etc.

Work with Rx team to sync activities

Leadership & People Development:

- Be the champion of Strides Cx brands across the trade, customers, agencies and distributors team.

- Deliver agreed internal engagement programmes to ensure key stakeholders are aware of activity progress

- Establish strong cross-functional relationships across Strides and customers including key accounts and distributors.

Sales Performance / Financial Management:

- Assign, track, monitor and deliver agreed sales KPIs

- Optimise the allocation expenditure locally and other resource to maximise ROI

- Monitor and evaluate activity performance recommending key actions to deliver plan

- Drive and accountable for Pre/ Post evaluation of all Marketing related activities In Market

Knowledge, Skills & Experience Required:

- Minimum 3 to 5 years OTC/ FMCG sales and trade marketing experience with local area experience. Ideally in Personal care and OTC e.g. More experienced profile with right relevant experience and attitude can apply.

- Experience in managing customers in pharmacy chains is a must.

- Local based candidate should be a bit more senior to be able to handle corporate office interactions

- Strong regional geographic knowledge, ability to create for distribution network management & proven coverage building experience handling sales teams

- Know-how of OTC (Cx -OTC) trade ways of working, forecasting, seasonality, trends

- Be entrepreneurial in attitude and be a calculated risk-taker

- Strong communication & presentation skills

- Good working knowledge of MS office tools. Must know MS-Excel very well.

Must be self-starter with aptitude to work in ambiguity, without supervision, and an ambition to excel in a new business set-up.

Qualifications :

Minimum University Degree level.

Professional Business Qualification eg MBA from reputed school / university (ideal)

Clean habits, presentable and fit

Must know driving( 2/4 wheeler)

Neha Shukla