Area Sales Manager

2 days ago

Bhopal, Madhya Pradesh, India Piramal Pharma Limited Full time ₹ 15,00,000 - ₹ 25,00,000 per year

BUSINESS: Piramal Consumer Healthcare

DEPARTMENT: Sales

JOB OVERVIEW:

The incumbent will be responsible for managing entire area for driving sales, product Awareness Building, Visibility & Merchandising. Ensuring consistency in primary and secondary sales. Analyzing and handling Competition and competitor activities. Preparing deliverables and targets for all team members.

KEY STAKEHOLDERS: INTERNAL

Area Sales Team, ZHR, Business Training ,Commercial officer , HO support function

KEY STAKEHOLDERS: EXTERNAL

Retail outlets, Distributors, CFAs

REPORTING STRUCTURE:

Zonal Business Manager

QUALIFICATION:

Graduate + MBA / PGDBM

EXPERIENCE:

  • Minimum 7 year to 10 year selling experience in FMCG/OTC/pharma Industry
  • Must have extensive sales experience and experience in managing a large sales force

SKILLS:

  • People Management
  • Strong interpersonal skills
  • Team management skills
  • Negotiation skills
  • Problem Solving skills

KEY ROLES/RESPONSIBILITIES:

Drive Business Strategy and Processes

  • Develop and implement business strategies and action plans and propose business improvement
  • Assign targets to the team members reasonably based on the potential of the territory and resources
  • Sales Forecasting at monthly and quarterly level, monitoring sales team performance, analyzing data and reports
  • Enable TSO/TSI/SO to maximize the output from retailers and distributors by using knowledge and skills effectively (product detailing/sales closing / objection handling / input utilization / scheme utilization/ POS,POPutilization) through Joint FieldWork
  • Resolving Customer Complaints and grievances
  • Coordinating with HO for Brand related activities, Supply Chain, Finance and HR

Infrastructure Management

  • Develop and manage efficient distribution networks for sales through appointment of distributors,maintaining stock levels,timely billing and collection
  • CFA Management

Team Handling & Development

  • Coaching and Mentoring the team members to align their performance with the business plans
    • Managing TSOs, TSIs and SOs effectively and ensuring their development
  • Enabling the team members for achievement of incentives
  • Ensuring timely reporting through teamin company prescribed formats
  • Induction and on the job training of new team members
  • Involvement in the competency based recruitment process in coordination with Zonal HR

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