Zonal Sales Manager

Position Title: Zonal Business Manager – Sanofi CHC

Job overview:

• To plan and develop regional sales strategy and achieve regional sales targets through effective

field force support systems and implementation of core marketing strategies

• To achieve market share growth for brands and productivity and profit targets for the business

by fostering teamwork and optimizing prescription support.

Responsibilities:

People

• Team Building - Constantly motivate Field Force through regular communication, objective reviews, best practice sharing, setting clear cut goals and monitoring through half yearly/ annual appraisals in order to build a competent, high performing workforce.
• Capability Development - Identify training needs, train and coach the field force in collaboration with SFE. Guide SSEs for development of Field Force. Build team capability in collaboration with regional training managers and take periodic feedback in order to create a knowledgeable, self-sustaining team.
• Recruitment - Review and decide on confirmations, probations and de selection of field force in order to maintain a capable and skilled talent pool.

Process

• Data Analytics - Monitor market share of brand vis-à-vis the competitors align local tactics to national strategies and provide regular feedback to marketing on effectiveness of their strategies.
• Promotional Plan Execution -Support marketing in devising local campaigns/ initiatives to expand market share (specific communication/ drive, medical/ scientific symposium, specific strategy with key accounts) and support relevant MR activities. Organize, implement and review rollouts of sales tactics through monthly Promotional Cycle and align all parties to drive demand generation and sales realization
• Channel management – Monitor the channel for sales facilitating stock availability, distribution of stocks in cases of shortages, inventory management at C&F level and required flow in the pipeline.  Oversee secondary sales and stock levels  and forecast requirements for the next quarter
• Others -Report adverse drug reactions to Pharmacovigilance within specified time and coordinate with the function in order to resolve/handle the situation. Maintain high standards of EBI in the zone.
• Coordinate for medical registry and be directly accountable for number of patients and quality of patients registered. Collaborate with Medical to run clinical trials/ clinical trial site.

Customer

• KOL Management and Key Accounts– Engage key KOL’s through medico marketing activities. Interface with KOLs to address forums scientific symposia, and international medical developments, coordinate and develop the relations to use them to organizational advantage in order to enable KOL to propagate brands and products in order to generate followers. Manage key accounts and their business effcetively to grow the CHC portfolio.
• Liaison - Develop and maintain good relationships with trade associations in different states, monitor and support the appointment of distributors, resolve issues with distributors regarding appointment, smooth functioning etc.
• Develop good relationships with local drug regulatory authorities to address any issues or queries if received.

Requirements:

Graduate preferably in Life Science.

Minimum 10 years’ experience in the Sales Function with HCP team. Consistent successful performance in sales and Brand KPI achievements. Geographical mobility across the country.