Head Sales, Pan India

Role: Head Sales, Pan India

Reporting To : Commercial Head

Location : Hyderabad

Purpose : - To develop and implement the launch plan for new products, develop forecasts for existing products and track achievement of sales, identify opportunities to strengthen the distribution system, network with industry peers, build customer relationships, identify new opportunities to grow the business, identify capabilities and resources required for implementing relevant initiatives.

AREAS OF RESPONSIBILITY :-

New Product Launch Planning :- Ensure implementation of the launch plan (execution excellence) in line with the marketing teams' strategy through preselection and targeting, collaborate with SCM to ensure availability of the new product, formulate a plan for high impact launch, ensure scientific knowledge of team members through training sessions in quarterly meetings, convey feedback to PMT IN ORDER TO ensure the sales team preparedness is 100% for the launch.

New Product Launch Monitoring :- Monitor data on Unnati to ensure that the sales team meets the right doctors at the right frequency and distribute the right inputs; track progress with new product launch tracker; review progress of launch on a regular basis with SMs and RSMs; coordinate with PMT (Product Management Team) & SCM for stocks; track stock status at CFA; create KOL pool to act as evangelists IN ORDER TO ensure that the new product is launched successfully

New Product Launch Audit - Review achievement of sales numbers versus target; check implementation process (for launch plan) through Unnati; carry out analysis of trim index and provide this information to RSMs to initiate corrective action; check status of stock availability at CFAs and suggest corrective action to SCM and Sales team IN ORDER TO identify gaps and address them in time.

Planning & Monitoring the Sales of Existing Products - Study IMS data for RPM (Represented Product Molecule / Market) vis a vis DRL performance; prepare bottom up sales forecast for the year and break it down by month; participate in discussions with stakeholders (BU & vertical heads) to finalize targets for the year, break down finalized targets among differents SMs after discussions with them, set standards for sales processes; monitor field processes' compliance through cycle reviews, conduct timely reviews and analyse and evaluate plans for relevancy IN ORDER TO achieve desired business outcomes and enhance ranking in the industry.

Supply Chain Management - Analyse tier 2 markets and identify distribution gaps and recommend appointment of stockists in coordination with VIVA team, communicate to VIVA team and SCM on special Personal Order Booking (POB), drive new product launches IN ORDER TO have a robust distribution network.

Territory Data Management - Network with industry peers to gather data on doctor coverage, benchmark DRL coverage by assimilating data from doctors associations (e.g. IAP), monitor updating of doctors' list on a monthly basis by the PSRs IN ORDER TO plan for and implement the best of class coverage.

Customer Relationship Management - Ensure MCI (Medical Council of India) guidelines are not deviated from by settling control mechanisms, finalize CME calendar in coordination with PMT, identify speakers of KOL status and do it in a cost effective manner IN ORDER TO achieve the desired ROI without deviating from prescribed policies and increase the prescriber base.

Identification of New Opportunities - Use market information to identify initiatives (eg: launch of pediatric dermatology) to grow the business, identify capabilities and resources required for implementing relevant initiatives, formulate plans with accountabilities and milestones, initiate corrective action when required IN ORDER TO achieve higher ranking and best of class execution excellence.

People Management - Conduct goal setting, performance appraisals, coach employees, participate in recruitment and induction, identify training needs, based on future plans and business requirements, provide training on specific capabilities and products to team, identify and recommend retention plans IN ORDER TO maximize retention and performance of team members.

Education : Any Graduate + MBA

Experience : 15 plus years of Sales exposure.