Area Sales Manager - Aurangabad HQ - Maharashtra, OTC Division

Overview

POSITION SUMMARY:

This job opportunity is to drive the Over The Counter Sales Area field force of one of the most strategic areas for DKT Healthcare India and reset the distribution model in-line with the goals. Reporting directly to the Regional Sales Manager, the job owner will endorse the responsibility of recruiting and developing his/her team (Sales Representatives) footprint and sales best practices capabilities, enhancing and sustaining its productivity and impacting direct and indirect sales across the chemist distribution network as well as toward the Non-Traditional Outlets (NTO) channel.

Manage a team of 6-8 personnel comprising front-line staff. He/She will actively participate in providing high quality, safe and affordable family planning (FP) and sexual reproductive health (SRH) products and methods to couples, women, and men, giving them choices to meet their contraceptive needs thanks to product visibility and access.

Provide pragmatic and relevant market analysis to his OTC Regional Sales Manager and internal DKT stakeholders (marketing and operations) enabling the company to make the right strategic and operational decisions to achieve the objectives set for his area. Understand the requirements of existing and prospective customers to ensure that their needs are met.

Develop, implement and monitor the commercial and route-to-market strategies to achieve sales and distribution targets, and deliver sustainable growth of the DKT OTC portfolio and related CYPs with current franchise and upcoming leads. Manage middle- and first-line management using CRM tools, acting as key leader for his direct reports (Sales Representatives).

Manage in collaboration with his/her Regional Sales Manager the relationships with distribution partners, key stakeholders, and key accounts (i.e. organized pharmacy chains). Endorses responsibility for cash flow with DKT Healthcare Indias. Provide market information and realistic, well-founded sales forecasts to operations and marketing to ensure that production plans are in line with market demand.

Provide strategic analysis & critical thinking to foster OTC commercial targets.

• Analyse and evaluate the area market environment to find growth & market penetration opportunities based on critical insight into market dynamics and consumer demand switches.
• Set clear priorities and SMART targets within the defined area.
• Support Regional Sales Manager on the implementation of Company SOPs (i.e. Cycle planning, S&OP, company plan process and budget construction).

Develop & implement TM&D initiatives to achieve OTC operational goals.

• Design in collaboration with his/her RSM the area sales & distribution route to market strategy and coverage plan to reach both distributors and sales channels.
• Formulate and set up in collaboration with marketing and RSM, adequate sales promotion push/pull activities to foster selling in & selling out of the DKT portfolio.
• Direct and oversee in collaboration with RSM, relationships with SD , D , and key accounts such as organized pharmacies channels.
• Conduct market intelligence & activities monitoring to sustain rational decision-making.
• Support and lead CRM development and completion within his/her Area.

Build up and manage a solid & result-oriented professional sales team.

• Design, recruit, and implement effective sales representatives and solid area management.
• Set up clear KPIs & SMART targets for the entire FF.
• Strengthen sales & SRH skills of FF associates through effective off & on-the-job training.
• Evaluate and appraise staff and take immediate actions to address any drop-in sales targets.
• Provide area structure guidance to perform in line with DKT values.

Endorse responsibility for sales-related cash flow and Area OTC target delivery.

• Ensure activities are in line with budget planning or approved operational changes.
• Monitor the performance of commercial activities and sales productivity using key metrics.
• Provide RSM qualitative trade reports on time and in full.

Position objectives.

• To ensure effective distribution of OTC products (Core & enlarged portfolio)…