The Regional Sales manager (RSM) will be 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 companys 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 organizations 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 team mates 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 updation of Stock and Sales Statements of all team members
Increasing sales productivity every month
Ensuring optimum distribution of samples
Managing costs and reduce expenses to maintain a low expense to sales ratio
Ensure timely collection of payments from the trade partners
Ensure claims are settles in a timely fashion
Ensure regular orders are generated from the trade partners
Ensure all goods are liquidated every month
Communicate all schemes and offers as applicable
Customer Care and Engagement:
Ensure high call quality of all team members
Identify the KOLs and visit them regularly with team members and increase their prescriptions. Set an example to the team members by performing well in the Doctor chamber.
Ensure all complaints if any are immediately addressed
Conduct Engagement programmes for Key Doctors in the region
Ensure Pharmacy/ Patient Education programmes are conducted regularly by the 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 Maths ability
Must have very good interpersonal and communication skills
Must have the ability to understand scientific research and communicate to a larger audience
BSc./ B.Pharma/ Diploma in Pharmacy or equivalent with at least 10-12 years relevant experience in Pharma Sales and Marketing
Perks and Benefitsattractive incentives
Salary: INR 4,75,000 - 6,00,000 PA.
Industry:Pharma / Biotech / Clinical Research
Functional Area:Sales, Retail, Business Development
Role Category:Retail Sales
Desired Candidate Profile
Dr. JRK's Research and Pharmaceuticals Pvt Ltd.
Recruiter Name:Mr.Venkatesh S
Contact Company:Dr. JRK's Research and Pharmaceuticals Pvt Ltd.