30009334 || RBM || CHB || Lucknow

Role Objective : Manage the implementation of sales plans to achieve and exceed sales in the assigned region. Foster a positive organisational image among customers while driving team performance KEY RESPONSIBILITIES Sales Management • Implement regional sales strategy aligned with business objectives • Develop the team for in-clinic value addition through detailing practice, strategy understanding and product knowledge • Oversee implementation of core activities within headquarters to generate desired returns • Foster strong relationship with core customers to achieve desired business outcomes • Supervise the management of vacant headquarters to ensure business continuity • Drive cycle meetings to understand campaigns and processes • Review coverage of ABMs and sales associates' standard visit list • Conduct periodic review meetings to monitor performance • Support Zonal Business Manager in improvement of underperforming headquarters • Monitor performance of new brands and provide insights to Zonal Business Manager • Support Zonal Business Manager and conduct audits to ensure compliance in sales processes • Support in classification of core customers to optimise prescription generation Supply Chain Management • Evaluate and recommend stockists to ensure a strong distribution network • Ensure sales hygiene by optimising inventory and liquidation of non-moving products ensuring PSC analysis • Monitor and maintain adequate inventory at all levels Stakeholder Engagement • Interact with core customers as per coverage norms and resolve any dissatisfaction • Build and maintain strong relationships with Key Business Leaders to enhance business generation • Approve and ensure attendance of HCPs for educational activities • Develop equity with channel partners including retailers and stockists • Foster strong relationship with Key Account Management at Institutions and Hospitals People and Culture • Promote and embody the USV Credo • Conduct differential recruitment and induction to ensure job fit and culture fit candidates are onboarded within timelines • Develop a high-performance culture through periodic reviews, feedback, and action planning • Provide trainings to ensure the team has the latest knowledge and skills to excel and drive the organisation forward • Identify high-potential candidates in consultation with the Zonal Business Manager and groom them to take up the next role • Guide reportees to overcome challenges and optimise performance to achieve sales • Foster a culture of team collaboration, both within and between teams • Demonstrate the ability to build and lead a team effectively STAKEHOLDER INTERACTION Type of Interaction: Internal Interaction with: Sales Associates, Area Business Manager, Zonal Business Manager, National Business Manager, Marketing team and relevant cross functional teams Nature of Interaction: Routine communication in connection with specified tasks and handling escalations from accounts. Communication requiring some level of diplomacy, coordination, synergy and sensitisation on IR matters Type of Interaction: External Interaction with: Healthcare professionals / Carry and Forward Agents / Stockist / Chemists / HCO Nature of Interaction: Basic explanation of products or services to customers or clients and communication around escalated or difficult queries with customers or clients and interaction with HCOs JOB REQUIREMENTS Professional Experience and Relevant Skills • Minimum of 8 years of overall experience in Pharma Sales • Must possess a proven track record of performance, demonstrated leadership, strategic planning skills with resilience and reliability. Excels in communication, networking, analysing market trends and data-driven decision-making. Manages teams with empathy, including remote team management, financial acumen and project management. Exhibits strong relationship-based, grit and resilience. Shows excellence in planning, governance and execution Academic Qualifications & Certifications • Educational Qualification: Bachelor of Science (BSc) / B. Pharma Graduate Functional Competency (Proficiency Levels from 1 – 5, with 1 being basic and 5 being mastery) Achievement Orientation (3) Digital fluency (2) Data-driven decision-making (2) Driving high performance in teams (3) Customer centricity (3) Behavioural Competency Resilient - Calm, Emotionally Stable, Confident and Recovers quickly Extrovert - Positive, Sociable, High on Energy, Takes Charge, Builds Trust and Tactful Originality - Curious, Practical approach and Adaptive to change Accommodation - Team Player, Collaborator, Humble and Vocal Consolidation - Structured planner, Organised, Focused, Achievement Orientated and High on Integrity