Manager - Sales Operations - Pharma

Sales Operations Manager - Pharma

Location: Mumbai BKC

Experience: 8+ Years | Pharma General Trade

The Sales Operations Manager will be responsible for driving sales performance across

Responsibilities

- Manage distributor and stockist networks across Pan India

- 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)

- 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

- 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

Requirements

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

- Graduate (Science/Pharma preferred); MBA in Sales/Marketing.

- Strong academic record throughout SSC, HSC, Graduation and MBA.

- 5 years of experience in pharma general trade sales operations along with 2 years of leadership experience in a sales function.

- Minimum 3-5 years in handling distributor-driven markets

- Strong exposure to secondary sales management and channel expansion

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

- Good analytical and data interpretation skills

- Strong execution ('hustling') capability with ability to drive outcomes in a fast- paced environment.