About the job

Job Summary

The incumbent is Responsible for Overall Sales and Profitability Management of the Country assigned – Tanzania – EM business

Key Responsibilities

· The incumbent to provide on – going leadership & support to the entire field team and the distribution channel.

· Developing and implementing sales strategies for achievement of revenue targets and increase of market share and profitability on sustainable basis in line with Annual Business Plan.

· Continually assist the field & the distribution channel, in managing secondary sales and ensuring achievement of primary objective.

· Analysis of Market data (ACN) to devise and implement plans for improving territory performance, brand performances v/s market indicators and productivity of field force.

· The concerned person would be an expert in prospecting for CUSTOMERS, making them feel affiliated to reputed BRANDS, going beyond their needs and nurturing genuine relationships.

· Direct Sales team and establish sales targets for the team as per Annual business plan, by helping them break the same by territory, quarterly, monthly, weekly & daily targets.

· Management of Distribution network by defining effective terms of operations.

· Focus on channels like Institutions and Modern Trade to build Distribution, Visibility and volumes.

· Improve effectiveness of the business by process improvements like reduction in Discounted/ Credit notes, Sales return minimization etc.

· Team Management - Recruit, develop, train and retain good team members - time to time.

· Develop relationship with key personals in country – Ministry of health / Key opinion leaders & Key clients.

· Forecast the market dynamics time to time and to be proactive to over come challenges & to avoid business loss.

· Ensure required follow up to get the remittance from Distributors & process/ settlement of DNs with in time line.

· Submission of standard reports which required / suggested with in time line.

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Travel Estimate

Will be based in Tanzania and will travel to India once a year availing PL

Job Scope

Internal Interactions (within the organization)

Marketing team, Supply chain, HR, IT, trade mark team , logistics team , legal team , Regulatory team

External Interactions (outside the organization)

Distributors, key clients, other stakeholders important for our business in the country, including vendors, wherever needed.

Geographical Scope

Tanzania & all up countries in Tanzania.

Financial Accountability (cost/revenue with exclusive authority)

Job Requirements

Educational Qualification

Graduation

Specific Certification

NA

Skills

• Persuasion skills to be able to convince clients to prescribe / purchase goods and inspire employees to succeed.
• Negotiation skills to create the most profitable deals.
• Strong management skills to lead employees across different territories.
• Effective communication skills, to both listen and speak to all types of individuals.
• Business acumen to determine and enforce beneficial strategies to run the sales team
• Reviewing performance periodically & proactively taking corrective measures for SALES ENHANCEMENT.
• Identifying business opportunities and provide appropriate proposals
• Find different solutions & action plan to overcome the challenges and ach. the objectives

Experience

• Completed 8 -10 years of continuous service in the pharmaceutical industry.
• An exposure of working in at least 2-3 States/ Zones across India and managing a larger team.