National Sales Manager

Role :National Sales Manager

Location: Mumbai

Our Team:

CHC business generates revenue of 120+ ME managed by ~300 FF and 30 AMs across 100 locations and high degree of complexity arising due to 9 HCP specialty types targeted by this team. Purpose is to maximize sales and market share in the respective geographies brands by exploring innovative market shaping initiatives through new GTM approach. This role will lead the National Sales strategy for CHC brands. The primary objective of this role is to develop a significant market presence in CHC category for Sanofi by achieving annual sales volumes, Operating expense and growth targets to leverage business opportunities by driving larger Span and Mix to increase market share. Responsible to drive Coaching process and direct the zonal manager team, to achieve or exceed financial goals, while thriving in a dynamic business environment with new Go to Market models with omni channel approach.

Main responsibilities:

People

• People Processes - Drive key processes like recruitment, training and development, manpower deployment and the sales force incentive structure with a view to motivating the field force and creating an open and transparent work culture in conjunction with Zonal and Corporate HR
• Performance Management and Capability Development - Review team/ sales performance and new representative performance periodically (fortnightly/monthly) and take course corrections when needed. Identify training needs and ensure capability development within the team. Have high frequency and impactful coaching sessions with team.
• Team Building - Constantly motivate all Zonal Managers and Field Force through regular communication, objective reviews, best practice sharing, setting clear cut goals and monitoring through half yearly/ annual appraisals in order to build a competent, high performing workforce.
• Capability Development - Identify training needs, train and coach the field force in collaboration with SFE on Hybrid ways of working. Guide SSEs for development of Field Force. Build team capability in collaboration with regional training managers and take periodic feedback to create a knowledgeable, self-sustaining team.
• Talent Retention - Develop and retain key talent and manage succession planning to maintain continuity, enhance performance and motivate them. Participate in the performance and reward planning sessions to align performance and incentives leading.
• Compliance - Ensure that the Work ethos is effectively preserved by regularly communicating with the field force on the need to be aligned with the Group's Code of Ethics.

Financial

• Target Achievement – Creation and achievement of territorial sales aligned to state evolution index for the respective team.

• Business Performance Forecasting and Tracking – Create monthly forecast with high accuracy and weekly/ monthly review sales performance with the teams. Create plans to achieve the market share objectives for the portfolio and key brands.

• Brand Strategy Execution – Ensure successful implementation of brand strategies in conjunction with the Marketing Manager to support all brands.

• Operational efficiency: - Monitor AM/ FF productivity to drive operational efficiency with optimal resource allocation and deployment strategy.

Process

• Sales Planning - To provide support to Commercial Head to plan for sales forecasts, sales mix, set targets. Drive alignment and dissemination, implement resource deployment and track and monitor progress periodically.
• Demand Generation and sales realization - Follow guidelines for identifying and mapping new / existing doctors, sales visit and chamber execution strategies and execute effective implementation of brand strategy.
• Market Intelligence: -Based on market feedback and competitors activity , create customized and agile action plans for specific geographies.
• Process Adherence - Ensure implementation of all procedures as laid down in the SOP and drive simplification process.
• Distribution-Plan appropriate distribution strategies for CHC brands with regular contact and engagement of key distributors and wholesales in the geography.

Customer

• KOL Management – Collaborate with KOL engagement/CRM teams to execute the engagement plans across different therapy areas and geographies.
• Liaison - Develop and maintain good relationships with trade associations in different states, monitor and support the appointment of distributors, resolve issues with distributors regarding appointment, smooth functioning etc. Develop good relationships with local drug regulatory authorities to address any queries from time to time if received.

Sustainability

• Environment & Social:

Would lead and drive organization's sustainability Initiatives.

Encourage sustainable resource utilization by team to minimize carbon footprint.

• Diversity & Inclusion:

Would develop an inclusive culture welcoming the diversity of opinion, gender, ethnicity, orientation etc.

Would establish inclusive hiring practices to have unbiased approach and foster diversity.

• Wellbeing & Development:

Fostering an open and conducive environment in team to have a culture of constant feedback and collaboration.

Guide teams for development of capabilities for future.

About you

Education:

Graduate degree in Science/ Pharmacy, master's degree in business

administration with Marketing Specialization(preferable) Experience:

About 8-10 years in a leading pharmaceutical company, with at least 4-6 years in heading the Sales function for a segment/business unit.

Thorough understanding of Financial, Distribution & General Management, Marketing & Selling concepts.