National Sales Manager

Key Responsibilities:

Strategic Management:

• Lead the sales strategy conceptualization in terms of selection of right distribution network, market, customer, product and execution for driving sales growth

• Brainstorm and create new ideas beyond current scope of business (e.g., new channels, new partnerships to form, new capabilities) to support growth aspirations and strategic objectives

• Business acumen- Communicate organization core values, goals and objectives to empower salesforce to position solutions to clients, by understanding the competitive position of Dr. Reddy's & our unique value proposition Understand customers, analyze impact of industry trends on customer behavior, research competitors and assist in adapting service offering to better meet their needs
• P&L understanding- recognize all aspects of the costs related to a sale, estimate customer profitability (investment vs return)

Sales Management:

• Set individual sales targets for sales team, delegate responsibility for customer accounts to sales team (territory alignment/management/allocation, frequency of visits etc), co-ordinate sales action plans for individual salespeople,
• Oversee the activities and performance of the sales team, ensure sales team have the necessary resources to perform properly, monitor the achievement of sales objectives by the sales team. Supporting key account managers in building and reviewing key account plans. Liaise with other company functions to ensure achievement of sales objectives. formulate sales policies and procedures.
• Prepare budgets, control expenses and monitor budgets. Develop pricing strategy. Conduct regular ROI for sales spends. Maintain inventory control. Preparation, monitoring of monthly collection schedule in order to keep smooth dispatches. Conduct market research and competitor/customer analysis.
• Cultivate effective business relationships with decision makers in key accounts

Execution excellence:

• Define size and structure of sales force required to achieve goals

• Collaborate with sales team and cross-functional team members to set leading and lagging indicators for sales performance

• Lead sales team in the development of target customer list, priority market segments, regions and accounts. Identify potential bottlenecks to success and work to eliminate them

• Assess errors in planning and implementation, learn from mistakes, and adapt plans throughout the year
• Establish ongoing communication and collaboration cadence with marketing to support sales success throughout execution of the plan

Data Analytics & SFE Management:

• Analysis and Reporting of data pertaining to sales (i.e.. sales report, Coverage, category/competition analysis, collections report) to all the major stakeholders to facilitate decision making.
• Forecast annual, quarterly and monthly sales revenue, generate timely sales reports analyze data to identify sales opportunities.
• Provide relevant inputs to conceptualize and plan for SFE; build required support for SFE specialist. Give recommendations to build strong SFE systems. Review SFE KPI's regularly- sensitizing sales team when KPI's are low.
• Managing sales analytics towards digital interventions

Digital Marketing Management:

• Support and execute the marketing plans including Patient-centric innovation and Doctor-centric innovation. Building or supporting various digital marketing initiatives like webinars.
• Execute patient-support services and multi-channel marketing in support with marketing team
• Identify how & where technology can be leveraged to generate insights:

› Generating insights to understand organizational sales performance

› Generating customer insights

• Synthesize data, findings, and integrate data analysis into sales planning and execution. Support data-driven decision making throughout the sales cycle.

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