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Sales Manager

3 months ago

Mumbai, Maharashtra, India BASF SE Full time

Objectives of the Position

  • Drive sales Growth: Plan sales strategy in order to achieve agreed sales target and grow sustainably in the defined territory.
  • Lead and Mentor team member/s to achieve the sales objective and ensure their development
  • Find opportunities: Develop project pipeline with customers, business partners and through partnerships with technical team
  • Provide Product Management support for the country, including Market Research - to assist and guide the sales team locally for strategic products and update the local / regional team on trends, regulation, competition, pricing and opportunities
  • Close profitable deals

Main Areas of Responsibilities and Key Activities

Strategic:

  • Provide strategic and operational guidance to team member / s and mentor
  • Provide support to Product management to develop country specific strategies for the defined product lines,- implementation of product strategies, platform marketing and market intelligence with support of regional product managers
  • Strategy Development, conceptualization and implementation by contributing to the development and drive the execution of the Pharma Solutions strategy.
  • Support of business management, investments and alliances

Operational:

  • Perform all sales driven activities for Pharma Solutions in the assigned territory
  • Business growth: Apply the overall sales process, aiming to meet or exceed sales related targets (e.g. volume, cCM1 and net sales, cost, DIV, DSO). Close deals to maximize cCM1.
  • Responsibility for Planning & Forecasting: Provide accurate sales forecast, supporting efficient planning of products and services. Close coordination with sub regional planner to ensure adequate stocking for the customers in the territory
  • Account Management: Develop lasting customer relationships to identify business trends. Key Account management of defined customers by ensuring that there is defined and documented account plans, distribution evaluation tool, customer specific business and / or technical solutions
  • Drive growth through effective Distribution Management
  • Business Development: Develop customer portfolio to grow net sales and profit.
  • Discover and drive opportunities at customers. Strengthen opportunity finding, increase opportunity pipeline value and drive growth opportunities through effective sales pipeline management in close collaboration with the technical service team.
  • Execution of Sales Excellence (Effectiveness of sales). Pricing through CPQ, Sales Force usage and BRM compliance
  • Provide support to Product management at Country level to develop country specific strategies for the defined product lines, coordinate with regional product management team, and sub-regional sales head and technical service head.
  • Additional Sales related activities in close collaboration with SCM and CSO community to ensure smooth order processing and removing of potential order blocks.
  • Ensure legal compliance in all business dealings, pharmaceutical laws governing sales and contracts and agreements.
  • Actively contribute to fill innovation pipeline based on interaction and feedback from customers as well as market knowledge
  • Reports – provide regular reports on sales and allied activities as per the requirement

Job Skills:

  • Sales Management
  • Product Management
  • Key Account Management and Distributor Management
  • Business Development
  • Basic Technical understanding and support capabilities
  • Customer and Market Intelligence

Job Requirements

  • University degree, minimum Bachelor Degree in Pharmaceutical or Chemical or Science related major, ideally additional MBA Degree
  • Minimum 10 years total professional experience of which at least 5 years in sales related job.
  • At least 4 years experiences in commercial roles in pharma business or related industries with a proven track record of developing business
  • Knowledge in handling technical matters and commercial transactions; knowledge and / or skills in pharmaceutical technology and operations; being familiar with pharma related quality standards (GMP) preferable; ideally, experience in key account management
  • Fluent English speaking and writing, business acumen, strong interpersonal skills, negotiation skills, hunting spirit, strategic and conceptional thinking, conflict management