GlaxoSmithKline - Area Sales Manager - Consumer Healthcare

- Ensure achievement of Sales targets both monthly and annually within laid down business terms for all brands

- Analyze the market situation and ensure accurate sales forecasting in line with company norms

- Monitor the performance of wholesaler's in meeting distribution objectives for the area and recommend new wholesaler appointments.

- Ensure optimum stock availability with wholesalers in line with the stock planning process

Ensure Financial & Customer management by way of:

- Implementing credit policy and credit controls

- Timely claims settlement

- Risk-free realization from the customer

- Collection of DWC

- Pipeline and infrastructure management

- Training wholesaler salesmen

- Provide administrative support to the Regional Sales Office through timely and accurate reporting

- Monitor competitor activity and ensure timely reporting of the same

- Identify opportunities for business development

- Design, recommend and implement innovative Trade Marketing activities through proper identification of trade channels and segments within.

- Improve on the job effectiveness of company Field Staff through training & coaching

Key Behavioral Competencies Required -

- Interpersonal and team building skills

- Communication skills

- Analytical skills

- Negotiation skills and influencing ability

- High degree of initiative and enthusiasm

- Achievement orientation

- Planning and organizing ability

Experience/Knowledge/Technical Skills Required- This refers to the expertise required to perform the role effectively and the application of specialized knowledge in the business context.

- Knowledge of market dynamics, demographics of the area

- Knowledge of Sales & Distribution Processes

- Financial & Marketing management

- Logistics & supply chain management

- People management

- PC usage - computer skills