Sales Operation Manager - Pharma - General Trade

Location - Mumbai

Experience - 5 to 10 years

Must Haves:

- Experience in Pharma General Trade sales operations

- Experience in handling distributor-driven markets (D2R (Distributor to Retail) and D2S (Distributor to Stockist) models)

- Experience in team handling (ASM/FSO level)

- Expertise in Gujarati / Marathi Language

Job Summary:

The Sales Operations Manager will be responsible for driving sales performance across Gujarat and Maharashtra through an efficient distributor and stockist network. The role focuses on strengthening secondary sales, improving distribution reach, ensuring distributor field force productivity, delivering sales target and executing region-specific growth strategies. The ideal candidate should have strong expertise in general trade pharma operations and distributor-led business models.

Key Responsibilities:

- Drive primary and secondary sales through distributor and stockist networks across Gujarat & Maharashtra.

- Ensure strong secondary movement at chemist and retailer levels.

- Manage and optimize distributor performance, including primary sales, stock availability, billing efficiency, and ROI.

- Strengthen general trade channels retailers, chemists, and wholesalers.

- Monitor and improve distributor field force productivity (daily calls, POB, conversion ratios).

- Track and achieve monthly, quarterly, and annual sales targets.

Analytical & Operational Excellence:

- Strong understanding of D2R (Distributor to Retail) and D2S (Distributor to Stockist) models.

- Analyze sales data, secondary trends, and productivity metrics.

- Track region-wise performance and growth drivers.

- Provide actionable insights to improve sales and distribution efficiency.

- Maintain strong reporting systems and dashboards.

Monitoring & Control:

- Track daily, weekly, and monthly sales performance vs targets.

- Monitor secondary sales and stock movement at distributor level.

- Ensure adherence to call average, coverage, and productivity benchmarks.

- Review POB (Product Order Booking) and conversion efficiency regularly.

- Conduct periodic field visits and joint working with team members.

- Monitor stock levels, expiry management, and product availability.

- Track scheme utilization and ROI effectiveness.

- Review outstanding payments and ensure timely collections.

- Identify performance gaps and implement corrective action plans.

Key Requirements:

- Graduate (Science/Pharma); MBA in Sales/Marketing is an advantage.

- 510 years of experience in pharma general trade sales operations.

- Minimum 35 years in handling distributor-driven markets (Gujarat/Maharashtra Mandatory).

- Proficiency in Gujarati or Marathi is mandatory.

- Strong exposure to secondary sales management and channel expansion.

- Experience in managing field teams (ASM/FSO level).

- Good analytical and data interpretation skills.

- Experience handling the Mumbai, Maharashtra, and Gujarat regions.

- Currently working as a First-Line Manager (FLM) or Second-Line Manager (SLM).

Strong experience in:

- Stockist management and coverage.

- Outlet coverage and market expansion.

- Managing product portfolios across OTC, Generic and Pharma segments.

- Minimum 10+ years of experience with a proven track record of driving sales growth and managing large teams.

- Experience in recruiting, training, and managing sales teams and frontline managers.

- Strong capability in performance management, target setting, coaching, and team retention.

- Excellent negotiation skills, data-driven decision-making, and strong market knowledge.

- Ability to collaborate effectively with Marketing, Product, and Operations teams to drive business growth.