Sales Head

Description

Role Objective / Major Purpose of the Job - National Sales Manager-Sales

To cascade the strategic direction of the SBU Head / HOD and provide strong leadership to the field force to ensure

achievement of budgeted sales targets, effective implementation of marketing and KOL strategies, and delivery of

predefined productivity benchmarks (Doctor Call Average, MCR Coverage, YPM, Market Penetration).

The role involves jointly devising and executing action plans with the HOD to enhance productivity and performance of

field staff through structured internal and external benchmarking.

Principal Tasks & Responsibilities

1. Achievement of Budgeted Targets

• Achieve regional/national sales targets in line with divisional objectives.
• Deliver brand-wise growth, product mix, profitability, and therapy market share targets.
• Prepare and execute Sales Plans and Forecast Plans; ensure weekly and monthly target achievement.
• Drive effective interventions in low-performing and low-YPM territories through joint field work with line

managers.

• Ensure strong business hygiene parameters:
• Reduction of expiries and breakages
• Nil sales returns and cheque bounce
• Liquidation of stocks >90 days at C&F locations
• Ensure adherence to company policies and SOPs.
• Monitor accurate sales forecasting and timely collections.

2. Team Building, Leadership & Direction

• Build leadership capability across line managers and field officers through training, coaching, and mentoring.

• Ensure structured field induction and ongoing development of reportees.

• Act as a strong link between Marketing and Sales to drive alignment and productivity.

• Support 100% deployment of field force and improve retention through effective engagement.

• Develop succession pipeline and prepare team members for internal promotions.

3. Strategy Execution & Performance Management

• Ensure achievement of key productivity metrics:
• Doctor Call Average
• MCR Coverage
• KOL Coverage
• YPM Parameters
• Drive disciplined implementation of company strategies across geographies.
• Analyze competitor strategies and proactively counter market challenges.
• Ensure effective execution of marketing programs in the region.
• Provide structured and objective field feedback to HOD and Product Management Team.

4. Customer & KOL Management

• Cascade and implement KOL strategies across territories.
• Strengthen ROI from KOLs through periodic engagement by self and team.
• Maintain strong relationships with key stakeholders and strategic accounts.

5. Product Management & Business Development

• Develop second-line brands into high-contribution, scalable brands with improved market share.
• Ensure successful launch and market establishment of new products.
• Act as a brand ambassador and uphold high standards of professionalism and compliance.

Key Skills & Competencies

Functional / Technical

• National Sales Strategy & Target Achievement
• Business Planning & Forecasting
• Sales Operations Management
• KOL & Stakeholder Management
• Team Development
• Compliance & SOP Adherence

Behavioural

• Strategic Thinking
• Leadership
• People Development
• Analytical Thinking
• Influencing Skills
• Execution Excellence
• Risk Taking