Area Sales Manager

Business and Revenue:

• Drive revenue and profits for the company by ensuring all the Marketing Executives and ASMs in the region achieve or exceed their monthly targets
• Proactive in planning and achieving monthly increase in sales and productivity by developing strategies to improve business and product availability
• Enable all the MEs and ASMs in the team cover the right Doctors who have potential to generate regular prescriptions for our products
• Continuously improving the team members Doctor and Chemist coverage lists to maximize potential and Return on Investment

Distribution and availability of products:

• Select the right Distributors and Stockists who have maximum potential to support our products and develop good relationships with them
• Ensure sufficient stocks are always available with the trade partners and increase business volume every month
• Ensure the MEs and ASMs continuously visit chemists in the areas and ensure all the products are easily available to patients
• Drive institutional sales in the region by building good relationships with Hospitals, Medical colleges and healthcare professionals in the region

Team building and development:

• Identifying the right candidates if there is a manpower requisition or vacancy in the region
• Understand the methods and importance of the organizations induction process. Ensure that any new employee is trained immediately for atleast a week on Selling skills, product knowledge and online work reporting. Also ensure new joinees meet the right doctors and build their confidence. Proper induction is very important to retain team members.
• Ensure every ASM or RSM (if required) participates in regular joint work with the Marketing executives to boost their confidence and also increase the companys visibility in the region.
• Make sure all the team members are happy and motivated by leading by example and empowering the team mates to maintain healthy relationships in the region
• Ensure all team members maintain a robust doctor list and organize reviews to keep the list filled with high potential doctors
• Ensure the team promotes the right products to the right doctors
• Organize periodic business reviews with the team every 2 weeks and train them on product knowledge, selling skills and soft skills
• Ensure all ASMs set a positive example to the MEs and keep their best interests at heart
• Keep updated on the key research activities conducted by the company and communicate the same to the team
• Enable the team to increase individual productivity month on month by continuously improving business practices
• Ensure there is no attrition in the region by building positive relationship with all team members

Market and Trade growth:

• Planning and allocating the right territories to the right person to ensure high Return on Investment (RoI) and business potential in that area
• Planning proper and logical tour plans with each team member every month to maximize efficiency and minimize expense
• Plan joint work for ASMs and MRs every month
• Identify and develop new markets and make structured plans to generate business in new areas
• Ensure daily POBs are generated by all members
• Ensure timely updation of Stock and Sales Statements of all team members

Finance:

• Increasing sales productivity every month
• Ensuring optimum distribution of samples
• Managing costs and reduce expenses to maintain a low expense to sales ratio
• Ensure timely collection of payments from the trade partners
• Ensure claims are settles in a timely fashion
• Ensure regular orders are generated from the trade partners
• Ensure all goods are liquidated every month
• Communicate all schemes and offers as applicable

Customer Care and Engagement:

• Ensure high call quality of all team members
• Identify the KOLs and visit them regularly with team members and increase their prescriptions. Set an example to the team members by performing well in the Doctor chamber.
• Ensure all complaints if any are immediately addressed
• Conduct Engagement programmes for Key Doctors in the region
• Ensure Pharmacy/ Patient Education programmes are conducted regularly by the team members.