Regional Sales Manager

REGIONAL SALES MANAGER

Job Overview:

The Regional Sales Manager (RSM) will be the key driver of business, trade and sales of the company's range of products in the region. He/ She will be responsible to maintain and develop a motivated sales and marketing team which is proactive in achieving or exceeding targets. The RSM will also develop strategies to promote the company's products in innovative ways and ensure widespread availability by building positive working relationships with key stakeholders such as doctors, distributors, stockists, and retail chemists in the region.

Roles and Responsibilities:

Business and Revenue:

• Drive revenue and profits for the company by ensuring all the Marketing Executives and ASMs in the region achieve or exceed their monthly targets
• Proactive in planning and achieving monthly increase in sales and productivity by developing strategies to improve business and product availability
• Enable all the MEs and ASMs in the team cover the right Doctors who have potential to generate regular prescriptions for our products
• Continuously improving the team members' doctor and Chemist coverage lists to maximize potential and Return on Investment

Distribution and availability of products:

• Select the right Distributors and Stockists who have maximum potential to support our products and develop good relationships with them
• Ensure sufficient stocks are always available with the trade partners and increase business volume every month
• Ensure the MEs and ASMs continuously visit chemists in the areas and ensure all the products are easily available to patients
• Drive institutional sales in the region by building good relationships with Hospitals, Medical colleges and healthcare professionals in the region

Team building and development:

• Identifying the right candidates if there is a manpower requisition or vacancy in the region
• Understand the methods and importance of the organization's induction process. Ensure that any new employee is trained immediately for atleast a week on selling skills, product knowledge, and online work reporting. Also ensure new joinees meet the right doctors and build their confidence. Proper induction is very important to retain team members.
• Ensure every ASM or RSM (if required) participates in regular joint work with the Marketing executives to boost their confidence and also increase the company's visibility in the region.
• Make sure all the team members are happy and motivated by leading by example and empowering the teammates to maintain healthy relationships in the region
• Ensure all team members maintain a robust doctor list and organize reviews to keep the list filled with high-potential doctors.
• Ensure the team promotes the right products to the right doctors
• Organize periodic business reviews with the team every 2 weeks and train them on product knowledge, selling skills and soft skills
• Ensure all ASMs set a positive example to the MEs and keep their best interests at heart
• Keep updated on the key research activities conducted by the company and communicate the same to the team
• Enable the team to increase individual productivity month on month by continuously improving business practices.
• Ensure there is no attrition in the region by building positive relationship with all team members

Market and Trade Growth:

• Planning and allocating the right territories to the right person to ensure high Return on Investment (RoI) and business potential in that area
• Planning proper and logical tour plans with each team member every month to maximize efficiency and minimize expense
• Plan joint work for ASMs and MRs every month.
• Identify and develop new markets and make structured plans to generate business in new areas
• Ensure daily POBs are generated by all members.
• Ensure timely updating of Stock and Sales Statements of all team members

Key Skills Required:

• Must be a self-starter and highly motivated individual who is willing to work hands-on with all team members
• Must have good computer skills
• Must possess high analytical skills and critical-thinking ability.
• Must possess leadership qualities and have the ability to motivate team members
• Must have intermediate Math's ability
• Must have very good interpersonal and communication skills
• Must have the ability to understand scientific research and communicate to a larger audience

Educational Qualifications:

BSc./ B.Pharma/ Diploma in Pharmacy or equivalent with at least 10-12 years relevant experience in Pharma Sales and Marketing.

For Further Details:

Please contact Mr. Venkatesh

Manager - HR