National Sales Manager

Job Purpose: Develop, drive implementation and track the sales strategy within a defined therapy area for Brazil to grow the business within regulatory norms and organizational policies with the objective of increasing sales volume and doctor coverage thereby creating a positive impact on market share and ranking of Cipla in the industry.Key Accountabilities: Develop the sales plan and strategy and drive its implementation for products within a therapy area in Brazil in order to achieve desired business outcomes and enhance ranking in the industry: Prepare bottom up sales forecast for the year and break it down by monthParticipate in discussions with stakeholders to finalize targets for the year, break down finalized targets among different therapy heads after discussions with them, set standards for sales processesMonitor field processes' compliance through cycle reviews, conduct timely reviews and evaluate plans for relevancyAnalyse tier two markets and identify distribution gaps and recommend appointment of stockistsStudy market data and monitor Cipla performance vs market performanceDrive territory data management in order to plan for and implement the best of class coverage: Network with industry peers to gather data on doctor coverageMonitor updating of doctors' list on a monthly basis by the teamMonitor data to ensure that the sales team meets the right doctors at the right frequency and distribute the right inputsDrive customer relationship management with the concerned stakeholders in order to achieve the desired ROI without deviating from prescribed policies and increase the prescriber base:Finalize Commercial Cockpit calendar in coordination with the concerned teamsIdentify and select speakers of KOL status and do it in a cost effective mannerMaintain and strengthen relationships with critical KOLsPlan, and drive new product launches in the respective therapy area in Brazil in order to ensure complete preparedness of the sales team for the launch and successful launch of the productDrive implementation of the launch plan (execution excellence) in line with the marketing teams' strategy through preselection and targetingCollaborate with Distribution team to ensure availability of the new product, formulate a plan for high impact launch, ensure scientific knowledge of team members through training sessions in quarterly meetingsMonitor data to ensure that the sales team meets the right doctors at the right frequency and distribute the right inputs for new productsTrack progress with new product launch tracker; review progress of launch on a regular basis with teamsCoordinate with distribution team for stocksReview achievement of sales numbers versus target;check implementation process (for launch plan)Check status of stock availability at depots and suggest corrective action to distribution and Sales teamIdentify new opportunities in order to achieve higher ranking and best in class execution excellenceUse market information to identify initiatives to grow the businessIdentify capabilities and resources required for implementing relevant initiativesFormulate plans with accountabilities and milestones, initiate corrective action when requiredDevelop the team in order to maximize retention and performance of team membersConduct goal setting, performance appraisals, coach employeesParticipate in recruitment and induction, identify training needsProvide training on specific capabilities and products to team based on future plans and business requirementsIdentify and recommend retention plansEducational qualifications:B.SC / B.PharmRelevant experience:12 - 18 years of Sales experience