National Sales Manager

ob description
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
National Sales Strategy & Target Achievement
Leadership of Regional/Area Sales Teams
Key Account & Stakeholder Management
Market Analysis & Business Forecasting
Sales Planning & Execution Excellence
Compliance with Pharma Ethics & Company Policies
Coaching, Mentoring & Succession Planning
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