Area Sales Manager

3 weeks ago

Ludhiana, India Janani Full time

Janani is a part of DKT International, a US-based social marketing enterprise that is the largest non-governmental provider of family planning products and services worldwide). Janani was established as an Indian not-for-profit in 1996 and today provides high quality sexual and reproductive health products and services across 13 States in the North of India. Janani’s mission is to increase access to contraception and other sexual and reproductive health products by leveraging existing public and private sector channels. We achieve this mission through building brands, a rigorous approach to sales and marketing and a constant focus on cost-effectiveness and return-on-investment. Put simply, Janani uses commercial sales and marketing techniques to achieve a social benefit.


We are looking for dynamic, committed, and success-driven candidates for the position of Area Business Managers. ABMs are responsible for managing our relationship with our customers. 


Job Title: Area Business Manager


Reporting to: Regional Business Managers (RBMs)


Positions: 1 (one) Ludhiana, Punjab

 

Key Performance Areas:

·       Primary Sales Targets 

·       Secondary Sales Revenue 

·       Channel Partner Appointment & Performance 

·       Brand presence and availability


Key Performance Indicators:

·       Effectiveness of channel partners 

·       Effectiveness of team members 

·       Target Versus Achievement 

·       Unique billing - As per target shared 

·       Activity in Modern Trade or Big retail chain 


Responsibilities


·       Build and manage a team of sales representatives to market and increase sales of Janani's portfolio of over-the-counter (OTC) products

·       Conduct supportive supervision of sales representatives to increase efficiency and sales

·       Conduct regular market visits to check route coverage, competitor activities and continuous search for new opportunities in order to increase sales

·       Establish and ensure that all sales administration procedures relating to the region are properly implemented in order to motivate sales teams to succeed

·       Build and expand the distribution network by appointing the right distributor partners (Super Stockist/Resellers) in assigned states

·       Coach sales representatives to develop an understanding of Janani and competitor’s brand's features and benefits and apply this knowledge effectively in their selling approach 

·       Ensure the sales representatives have comprehensive product knowledge and can leverage it with customers to support decision making 

·       Coach the sales representatives to develop their understanding of relevant medical guidelines and client profiles. 

·       Coach the sales representatives to select and prioritize appropriate customer targets and develop robust, effective, and efficient route plans and monitors implementation through KPIs 

·       Coach the medical representatives to build their understanding of the assigned market segment’s performance, develop actionable insights, identify the market segment’s opportunities, and develop insight-based, business plans that contribute to the achievement of the overall business objectives 

·       Ensure efficient geographical coverage and cross-selling opportunities to achieve full business potential (sales and profit)

·       Uses multiple data sources to analyze area performance dynamics, identify area trends and opportunities, and develop insight-based territory business plans with strategically aligned SMART objectives, strategies, and tactical activities that deliver business objectives 

·       Ensure implementation of business plans using KPIs to track performance and supports the field sales team through coaching to adjust plans (where required)

·       Appoint capable Super Stockiest who can do investment as per company expectations 

·       Building relations with Super Stockiest and Distributors to market Janani products 

·       Strong networking within market for developing business for primary as well as secondary sales 

·       Ensure availability of products at all level of supply chain

·       Ensure stocks levels of RS are at the acceptable level of 30 days

·       Ensure the sales force are correctly merchandizing and placing company's point-of-sales materials

·       Implement trade promotions based on Janani's overall marketing strategy 

·       Trade Offer and marketing strategy implementation 

·       Ensuring that company identified process and policies are followed for effective working 

·       Team management and monitoring revenue and target achievement 

·       Performance Management of team and supporting HO with inputs regarding team members

·       Manage relationships and plans with distribution partners and monitors their financial performance 

·       Any other assigned duties 


Qualifications

·       Minimum of Bachelor’s degree in business administration, pharmacy or other related health sciences degree

·       8 years working experience in handling Sales, People Management, Customer Engagement, and Route-to-Market development & Management

·       Professional training and certification in Sales and Marketing would also be desirable 

·       Understanding of pharmaceutical elements - including large institutions/hospitals, pharmacies, wholesalers, distributors, and service providers. 

·       Knowledge of the reproductive health sector (FP commodities) and/or experience in selling OTC Pharmaceutical products will be an added advantage. 

·       Adopts a “lead by example” approach to successful management and motivation of a team

·       Able to communicate in English along with a local language will be an advantage

·       Be prepared to travel frequently within the territory 

·       Presentation, analytical and communication skills (oral and written) 

·       Computer skills (Microsoft Word, PowerPoint and Excel) and experience with CRM software

·       Should be market oriented and have a strong sense of customer service, soft skills and professional demeanour.

·       Must possess a high level of integrity and responsibility 


Salary: Competitive remuneration package includes PF, ESI and attractive incentive.


  • Interested candidates may e-mail their resume at recruitment@janani.org , mentioning the location applied.

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