Regional Sales Manager

6 days ago

New Delhi, India Waypham India Full time

Company Profile:

Waypham India Pvt Ltd is an emerging Eye Care Pharma company with its corporate office in Gurgaon, India, Established in 2018. The first company to start preventive Eyecare Management with exclusive and innovative products in segments like #EyeHygiene & Eye Nutrition addressing 'unmet needs'.

-We are focused on providing complete treatment support for diseases like Blepharitis, MGD, Dry Eyes, CVS & similar ocular conditions with our wide range of first-time introduced products. These concepts are well established and getting high acceptance by Ophthalmic Doctors.


Waypham is led by ophthalmic industry leaders having over 30 years of experience in setting up multi-million-dollar Eye Care business & revolutionary product concepts across the Indian subcontinent.


Waypham India will also work on developing technology services to support business apart from making its platform for the purpose of digital marketing, CRM, training of sales force as well as selling through e-commerce platforms as per the Strategic Plan of the Organization.

Division: Eyecare/Ophthalmic Pharma Division of Waypham India


EDUCATION AND EXPERIENCE:

Education:  B. Pharm / B.SC

Experience: 6+ years of experience in pharmaceutical sales, 2-3 years preferably as ASM / RSM in a pharma company preferably Ophthalmology


SUMMARY OF THE OVERALL JOB:

RSM will be responsible for leading and developing an effective team of front-line sales personnel to achieve sales targets. ·RSM will also be responsible for the achievement of budgeted revenue – Sales & Collection targets.


KEY RESULTS AREA:

  1. Actual Primary Sales Target and Expenses within budget
  2. Timely collection of market outstanding as per planned DSO
  3. High-quality customer calls, number of calls, and coverage as per plan
  4. Coverage of Key customers & Institutions by self and team as per plan
  5. Develop brands and business with key institutions & Kols.
  6. Adherence to joint fieldwork
  7. Implementation of Sales team Reporting & Feedback


JOB DESCRIPTION:

SALES & SALES MANAGEMENT

1.    Primary and Key responsibility is to achieve SALES TARGETS monthly / quarterly / yearly through a regional sales team consisting of Area Sales managers, Territory Managers, and Territory Executives and Key Accounts Managers.

2.    To ensure Self and Territory Managers follow daily sales calls and meet effectively desired customer calls of doctors, chemists, and distributors.

3.    Call effectiveness to be ensured as per the marketing strategies (promotogram) through regular monitoring and reviews.

4.    To ensure products are available at the retail chemists of key institutions & targeted customers.

5.    To monitor weekly secondary sales at the distributor level and achieve a secondary plan.

6.    To monitor regular sales orders and Stocks – and share SSS fortnightly.

7.    Build strong relationships with doctors and key accounts by continuously engaging in various activities.

8.    To be regularly calling listed Key Customers are made as per plan to increase prescription demand.

9.    To ensure RSM monthly reports are generated and reported by the 5th of every month.


SALES & DISTRIBUTION PROCESS MANAGEMENT

  1. Keep strong Sales Hygiene - maintain inventory (DOH) for not more than 45 days at distributors and facilitate 40% primary sales before the 15th of the month as per plan.
  2. Control & ensure timely payment of distributors – Keep ZERO outstanding above 60 days.
  3. Regular RCPA (Retail Chemist more Prescription Audit) process to be insured by the team.
  4. Daily customer planning in CBO and customer reporting to be ensured through the CBO system.
  5. Ensure monthly stockist sales & stock statement is generated and received by HO/Sales Head by the 3rd of the month.
  6. To submit bi-monthly secondary sales statement to the Sales head on time.


TEAM MANAGEMENT

  1. To refer good quality sales team on time to the company employee database.
  2. Coordinate Induction and sales training programs & continuously identify improvement areas for TMs and make time-bound development plans along with the sales head
  3. To work jointly with the teams for at least 22-24 days to ensure enhancement of the quality of calls leading to better sales performance.
  4. To ensure quality implementation of marketing campaigns and programs and submit reports as required by the marketing team


OTHER AREAS

1.    Expand and develop the opening of new market opportunities.

2.    Follow the complete credit norms of the company and ensure adherence by the sales team and distributors.

3.    Align strongly with the HO team especially Marketing, Supply chain, and HR to coordinate various company strategies.

4.    To update the marketing team on competitors’ products, sales, new launches, market activities, etc.


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