Title:  Sales Development Manager

Job Title:

Sales Development Manager

Business Unit & Location

Consumer Heathcare, Mumbai

At Sun Pharma, we commit to helping you “Create your own sunshine”— by fostering an environment where you grow at every step, take charge of your journey and thrive in a supportive community.

Are You Ready to Create Your Own Sunshine?

As you enter the Sun Pharma world, you’ll find yourself becoming ‘Better every day’ through continuous progress. Exhibit self-drive as you ‘Take charge’ and lead with confidence. Additionally, demonstrate a collaborative spirit, knowing that we ‘Thrive together’ and support each other’s journeys.”

Key responsibilities:

The Sales Development Manager will drive field capability, sales execution, and distribution growth across assigned markets. The role focuses on improving frontline productivity, strengthening distributor operations, enhancing market coverage, and enabling the sales team with tools, training, and insights to deliver sustained business growth.

Areas Of Responsibility:

1. Distributor & RTM Development

1. Strengthen distributor operations including inventory norms, claim hygiene, DMS processes, credit management, and service levels.
2. Support new distributor appointments, onboarding, audits, and capability improvement.
3. Distributor optimisation, DB deployment & DB onboarding coordination with Distribution team
4. Managing SSD deployment & scale up. Working closely with the distribution team for optimising order generation

2. Execution Excellence

1. Improve market coverage, weighted distribution, and availability of priority SKUs.
2. Drive SFA adoption, PJP adherence, and execution scorecards; build weekly/monthly review rhythms.
3. Prepare & track SFE KPI’s for the sales team (Productivity parameters, lines sold etc…)

3. Automation
   1. Evaluation, identification & finalisation of the right vendor for DMS & SFA solutions
   2. Preparing and submission of BRD requirements for DMS implementation
   3. Shortlisting vendor for DMS implementation
   4. UAT testing and pilot of DMS implementation & transition
   5. Automation onboarding for DB’s transitioning into the new model

4. Indirect Field Force Management
   1. 3P headcount acceleration (planning, deployment & follow up with sales manager for deployment of resources)
   2. Manage the entire indirect field force agenda

5. Channel Strategy
   1. Identifying the right channel strategy – Pharma DB, OTC DB, Super Stockist model
   2. Strategic planning for building alternate channels of distribution
   3. Identifying white space opportunities in distribution
   4. Integration of nutrition business with CHC

3.  Sales Capability & Training

1. Build and deliver capability programs for frontline teams (SOs/ASMs) on detailing, call productivity, SFA usage, beat planning, distribution, and merchandising.
2. Conduct regular field coaching, joint working, and skill assessments with clear action plans.

4. Business Insights & Performance Management

1. Analyse secondary sales, coverage gaps, ND/WD, OSA, and beat productivity to recommend actions.
2. Partner with Sales Managers to drive data-led decisions and track capability → business impact.

5. Projects & Cross-functional Collaboration

1. Lead special projects (HQ Acceleration, coverage expansion, launches, visibility programs, learning sprints).
2. Collaborate with Sales, Marketing, Distribution team, finance team, HR, Revitalite on capability and execution initiatives.

Job Requirements

Educational Qualification & Experience

Graduate/MBA with 8-12 years of experience in FMCG/OTC sales or capability roles

Your Success Matters to Us

At Sun Pharma, your success and well-being are our top priorities! We provide robust benefits and opportunities to foster personal and professional growth. Join us at Sun Pharma, where every day is an opportunity to grow, collaborate, and make a lasting impact. Let’s create a brighter future together!

Disclaimer: The preceding job description has been designed to indicate the general nature and level of work performed by employee within this classification.  It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees as assigned to this job.  Nothing herein shall preclude the employer from changing these duties from time to time and assigning comparable duties or other duties commensurate with the experience and background of incumbent(s).