National Sales Manager

As a company with a history of successful scientific capabilities that has led to several industry firsts, we continue to plan ahead and invest in business for the future. Dr. Reddy’s Laboratories in South Africa, is driven by the need for more affordable, innovative therapeutic solutions for patients.

Our promises clarify our purpose and the commitments that we make to patients and healthcare professionals. These include - bringing expensive medicines within reach, addressing unmet patient needs, finding ways to help patients manage their disease and forging partnerships with medical associations and patient advocacy groups to assist patients in achieving positive health outcomes.

We have an aspiration to create better patient journeys and our team is dedicated to creating patient-centric solutions that address unmet medical needs of people in South Africa.

We are committed to providing access to affordable and innovative medicines, driven by our purpose of ‘Good Health Can’t Wait’.

Purpose:

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

Within:
Regulatory norms and organizational policies

With the Objective of:
Increasing sales volume and achieving SFKPIs thereby creating a positive impact on market share and ranking of Dr Reddys in the industry.

• Lead the sales strategy conceptualization in terms of selection of right distribution network, market, customer, product and execution for driving sales growth.
• Brainstorm and create new ideas beyond current scope of business (e.g., new channels, new partnerships to form, new capabilities) to support growth aspirations and strategic objectives.
• Business acumen
  - Communicate organization core values, goals, and objectives to empower salesforce to position solutions to clients, by understanding the competitive position of Dr. Reddy’s & our unique value proposition.
• Understand customers, analyze impact of industry trends on customer behaviour, research competitors and assist in adapting service offering to better meet their needs.
• P&L understanding- recognize all aspects of the costs related to a sale, estimate customer profitability (investment vs return).
• Set individual sales targets for sales team, delegate responsibility for customer accounts to sales team (territory alignment/management/allocation, frequency of visits etc), co-ordinate sales action plans for individual salespeople.
• Oversee the activities and performance of the sales team, ensure sales team have the necessary resources to perform properly, monitor the achievement of sales objectives by the sales team. Support key account manager in building and reviewing key account plans. Liaise with other company functions to ensure achievement of sales objectives. Formulate sales policies and procedures.
• Prepare budgets, control expenses and monitor budgets. Conduct regular ROI for sales spends. Maintain inventory control. Preparation, monitoring of achievement of monthly LE. Conduct market research and competitor/customer analysis.
• Cultivate effective business relationships with decision makers in key accounts.
• Ensure and review weekly sales planning by RSMs for sales targets for respective region.
• Ensure implementation of brand strategy by the sales team.
• Ensure weekly and monthly sales reviews at the appropriate levels.
• Conduct RCA and develop action plan with Sales & Marketing team in order to turn around performance as per necessity.
• Give regular feedback to marketing team on effectiveness of brand strategy.
• Guide and work with RSMs & MRs to resolve issues in the region.
• Define size and structure of sales force required to achieve goals.
• Collaborate with sales team and cross-functional team members to set leading and lagging indicators for sales performance.
• Lead sales team in the development of target…