Head of Sales

4 days ago

Mumbai, Maharashtra, India Dr. Reddy's Laboratories Full time ₹ 20,00,000 - ₹ 25,00,000 per year

New Product Launch Execution

  • Strategic Alignment
    : Ensure launch plans reflect marketing strategy through targeted preselection.
  • Availability Assurance
    : Collaborate with SCM to guarantee timely product availability.
  • Impact Planning
    : Design high-impact launch plans with clear milestones and ownership.
  • Capability Building
    : Conduct quarterly scientific training to upskill sales teams.
  • Feedback Loop
    : Capture field insights and share with PMT to ensure readiness.

New Product Launch Monitoring

  • Field Executio
    n: Use
    Unnat
    i to monitor doctor coverage, engagement frequency, and input distribution
  • Performance Trackin
    g: Review launch progress via trackers and structured reviews with SMs/RSMs
  • Stock Coordinatio
    n: Align with PMT & SCM to ensure optimal stock levels at CFAs
  • KOL Activatio
    n: Build and leverage a KOL pool to drive product advocacy and early adoption

.

New Product Launch Audit

  • Sales vs. Target Revi
    ew: Analyze actual performance against launch target
  • Execution Aud
    it: Evaluate launch implementation vi
    a Unna
    ti and trim inde
  • Corrective Acti
    on: Share insights with RSMs and initiate course correction
  • Stock Health Che
    ck: Assess CFA stock status and advise SCM/sales on replenishment

Existing Product Sales Strategy

  • Market Intellige
    nce: Analyze IMS data for RPM vs. DRL performance
  • Forecast
    ing: Develop bottom-up annual forecasts, broken down monthly
  • Target Finalizat
    ion: Collaborate with BU/vertical heads to set and cascade targets
  • Process Governa
    nce: Monitor field compliance via cycle reviews and plan evaluations

Supply Chain Optimization

  • Distribution Expan
    sion: Identify tier-2 market gaps and recommend new stockists
  • POB Coordina
    tion: Align with VIVA and SCM for special order bookings
  • Launch Sup
    port: Ensure robust distribution for new product rollouts.

Territory Data Management

  • Coverage Benchma
    rking: Use industry and IAP data to assess doctor coverage
  • Data Hy
    giene: Ensure monthly updates of doctor lists by PSR's

Customer Relationship Management

  • Compliance Ass
    urance: Enforce MCI guidelines through control mechanisms.
  • CME St
    rategy: Finalize CME calendar with PMT and identify cost-effective KOL speakers
  • Prescriber
    Growth: Drive ROI-focused engagement to expand prescriber base.

Strategic Growth & Innovation

  • Opportunity Identif
    ication: Use market insights to propose new initiatives (e.g., pediatric dermatology
  • Resource P
    lanning: Assess capability needs and define execution milestones
  • Execution Exc
    ellence: Monitor progress and initiate corrective actions as needed

People Development & Retention

  • Performance Ma
    nagement: Conduct goal setting, appraisals, and coaching.
  • Talent Acq
    uisition: Participate in recruitment and onboarding
  • Training
    Strategy: Identify and deliver capability-specific training.
  • Retention
    Planning: Recommend strategies to maximize team engagement and performance.

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