Title: National Sales Manager - Devices

Date: Sep 10, 2024

Location: Sun House - Corporate Office

Company: Sun Pharma Laboratories Ltd

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.

Accountability
Major Accountabilities	Time Split	Sub-Accountabilities
Financial Accountabilities	20% 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 Share	5%	115% of field budget or MS to improve by 1%
Participation in tenders	5%	Work for identifying Govt tenders
Sales Management	5% 5% 5% 5%	Attrition reduction and Field vacancy filling within 1 month Sales Return Ratio Missed Visits & Doctors Gift Reporting Percentage & E-learning
New Product		New Product Suggestions
Field Work/ Conference Days	10%	Annual 90 days for Sales Head
Training & Development	5%	BTP/ Refresher/ MDP
NDAC / KOL Engagement	5%	Meet the NDAC/ KOL at least once in a quarter

KEY DECISIONS AND AUTHORITY LIMITS

i. Decision regarding allocation of budgets for Govt tenders

ii. Influence pricing decisions and placement of product – makes suggestion and gets inputs – Market Access

iii. Decision for participation in PSUs / Army Res etc

iv. Takes optimal decisions on rates and discounts with BUs

v. Decision regarding succession plans for the key positions within the group of field employees

vi. Decision regarding HODs and Govt officials for seminars and conferences

vii. Decision regarding deployment of manpower in consultation with BU head

MAJOR CHALLENGES

i. Keep pace with and align with the market developments. Needs to be aware of market dynamics, fluctuations, innovations etc.in terms of GeM portal

ii. Understands scientifically how various product are placed in relation to competitor products and devise appropriate strategies to deal with them

iii. 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 participations

v. Maintain high level of performance in an highly regulated environment and governed by various codes of ethical practices.

KEY RESULT AREAS AND KEY PERFORMANCE INDICATORS
Sl. No.	Key Result Areas	Key Performance Indicators
A. Financial Objective
1	Revenue Generation	[%] Achievement of Targets
2	Focus brand performance	(%) Achievement of Targets or MS improvements
3	Profitability as per Profit & Loss (P&L) Statement	[%] of the net profit recorded vis-a-vis target
4	Expense: 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 target
B. Market Share and Growth
1.	SBU/Brand Market share Gain SBU or Brand growth vs PM growth	Absolute Gain
C. Prescription Progress:
1	Prescriptions Received Vs previous year/ period	Absolute increase
D. Territory Development:
1.	Weak States: Increase of field budget or Market Share	Absolute improvement in Market Share
2.	Low PMPM Territory: Improve PMPM by 80% of the previous year	Incremental PMPM
E. SALES MANAGEMENT
1.	Attrition reduction < /Field vacancy filling within 1 month	i. Annualized Attrition < 14% ii. Time taken to fill field vacancy
2.	Sales Returns ratio	Sales Return < 1.2% or less than the absolute value of last year (whichever is lower)
3.	Missed Visits & Drs	[No.] missed calls / Dr Visits
4.	Gift Reporting & E-Learning	[%] Gifts reporting
F. FIELD WORK
1.	No of Days spend in the field (Annual 90 days for Sales Head)	[No.] Days spent on field
G. Training & Development
BTP/ Refresher/ MDP			[No] of training Man Days per year
H. NDAC / KOL Engagement
Meet NDAC/ KOL			At least once a year

EDUCATION AND EXPERIENCE :

MBA / similar/ equivalent professional qualification

Ability 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 & Sales

SKILLS
Excellent communication, Leadership & people management skills

Strong influencing and interpersonal skills, Collaboration Skills

Strategic thinking with superior business acumen