Title: Head - Alternate Channels

Date: Jun 20, 2024



Location: Sun House - Corporate Office



Company: Sun Pharma Laboratories Ltd



Job Summary: The incumbent is responsible for engaging with e-commerce and large organized retail players to improve market share and implement consumer activation programs.
Areas Of Responsibility

• Engage with e-commerce players, organized retail and B2B chains
• Ensure that we have proper availability, service levels, and digital shelf space in these channels
• Design a roadmap and find unique opportunities to drive business in these channels
• Ensure that we receive accurate data from these channels in a timely manner, track KPIs and action issues/growth opportunities
• Leverage the Analytics team to identify sales trend for key brands/ therapy areas, including that of our competition
• Keep abreast with the practices and the latest developments in the alternate channels landscape
• Will be leading a team of Key Account Managers

Internal Interactions (within the organization): Marketing Team, Supply Chain, Distribution, HR, IT,
External Interactions (outside the organization): CFAs, e-commerce and organized retail players, other important stakeholders and vendors as the need arises
Educational Qualification: MBA or equivalent degree preferred
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:

• 15+ years of experience preferably from a major FMCG company or from an Indian pharmaceutical company
• Prior experience in dealing with e-commerce players and major B2B chains
• Proven expertise in leveraging analytics to strengthen channel partnerships
• Experience in building high performance teams