Job Description

Job Title: National Sales Manager (NSM)Job Summary: National Sales Manager would be required to develop/ shape the sales strategy that drives growth with an increase in market share from existing and potential customers through the implementation of best-in-class sales management practices. The role also requires the incumbent to work on tender participation and meet Govt officials. Appointment of Stockists for orders and payments. Charter new growth avenues with PSUs. Work closely with liasonors for ESIC and Military hospitals. To develop leaders and oversee the sales process.AccountabilityMajor AccountabilitiesTime SplitSub-AccountabilitiesFinancial Accountabilities20%10%10%10%

• Revenue - Achievement of HO Objective
• Profitability as per P&L- Net Profit Absolute Val
• Expenses - Control over Direct Expenses

• Act Vs. Bud Value: SAS, Discounts.
• DGMs / CRM Events- As per plan the beginning of the financial year

Weak State Market Share5%115% of field budget or MS to improve by 1%Participation in tenders5%Work for identifying Govt tendersSales Management5%5%5%5%

• Attrition reduction and Field vacancy filling within 1 month
• Sales Return Ratio
• Missed Visits & Doctors
• Gift Reporting Percentage & E-learning

New ProductNew Product SuggestionsField Work/ Conference Days10%Annual 90 days for Sales HeadTraining & Development5%BTP/ Refresher/ MDPNDAC / KOL Engagement5%Meet the NDAC/ KOL at least once in a quarterKEY DECISIONS AND AUTHORITY LIMITSi. Decision regarding allocation of budgets for Govt tendersii. Influence pricing decisions and placement of product - makes suggestion and gets inputs - Market Accessiii. Decision for participation in PSUs / Army Res etciv. Takes optimal decisions on rates and discounts with BUsv. Decision regarding succession plans for the key positions within the group of field employeesvi. Decision regarding HODs and Govt officials for seminars and conferencesvii. Decision regarding deployment of manpower in consultation with BU headMAJOR CHALLENGESi. Keep pace with and align with the market developments. Needs to be aware of market dynamics, fluctuations, innovations etc.in terms of GeM portalii. Understands scientifically how various product are placed in relation to competitor products and devise appropriate strategies to deal with themiii. Perform detailed sales analysis for accurate and effective sales management.iv. Mitigate Risks and take advantage of being one step ahead of competition to build brand during window of opportunity during tender participationsv. Maintain high level of performance in an highly regulated environment and governed by various codes of ethical practices.KEY RESULT AREAS AND KEY PERFORMANCE INDICATORSSl. No.Key Result AreasKey Performance IndicatorsA. Financial Objective1Revenue Generation[%] Achievement of Targets2Focus brand performance(%) Achievement of Targets or MS improvements3Profitability as per Profit & Loss (P&L) Statement[%] of the net profit recorded vis-a-vis target4Expense: Control over direct expenses- Act Vs Bud Value: SAS, Discounts.- DGMs / CRM Events- As per plan beginning of financial year[%] of the Actual & Direct Expense vis-a-vis targetB. Market Share and Growth1.SBU/Brand Market share Gain SBU or Brand growth vs PM growthAbsolute GainC. Prescription Progress:1Prescriptions Received Vs previous year/ periodAbsolute increaseD. Territory Development:1.Weak States: Increase of field budget or Market ShareAbsolute improvement in Market Share2.Low PMPM Territory: Improve PMPM by 80% of the previous yearIncremental PMPME. SALES MANAGEMENT1.Attrition reduction
/Field vacancy filling within 1 monthi. Annualized Attrition
14%ii. Time taken to fill field vacancy2.Sales Returns ratioSales Return
1.2% or less than the absolute value of last year (whichever is lower)3.Missed Visits & Drs[No.] missed calls / Dr Visits4.Gift Reporting & E-Learning[%] Gifts reportingF. FIELD WORK1.No of Days spend in the field (Annual 90 days for Sales Head)[No.] Days spent on fieldG. Training & DevelopmentBTP/ Refresher/ MDP[No] of training Man Days per yearH. NDAC / KOL EngagementMeet NDAC/ KOLAt least once a yearEDUCATION AND EXPERIENCE :MBA / similar/ equivalent professional qualificationAbility to manage large teams is essential for this role. (With exposure to at least 3 states or a team size of 50 FF)15+ years of experience in Marketing & SalesSKILLS
Excellent communication, Leadership & people management skillsStrong influencing and interpersonal skills, Collaboration SkillsStrategic thinking with superior business acumen

Sun Pharmaceutical Industries