National Sales Manager - Brazil

Job Purpose:

Develop, drive implementation and track the sales strategy within a defined therapy area for Brazil to grow the business within regulatory norms and organizational policies with the objective of increasing sales volume and doctor coverage thereby creating a positive impact on market share and ranking of Cipla in the industry.

Key Accountabilities:

Develop the sales plan and strategy and drive its implementation for products within a therapy area in Brazil in order to achieve desired business outcomes and enhance ranking in the industry:

Prepare bottom up sales forecast for the year and break it down by month

Participate in discussions with stakeholders to finalize targets for the year, break down finalized targets among different therapy heads after discussions with them, set standards for sales processes

Monitor field processes' compliance through cycle reviews, conduct timely reviews and evaluate plans for relevancy

Analyse tier two markets and identify distribution gaps and recommend appointment of stockists

Study market data and monitor Cipla performance vs market performance

Drive territory data management in order to plan for and implement the best of class coverage:

Network with industry peers to gather data on doctor coverage

Monitor updating of doctors' list on a monthly basis by the team

Monitor data to ensure that the sales team meets the right doctors at the right frequency and distribute the right inputs

Drive customer relationship management with the concerned stakeholders in order to achieve the desired ROI without deviating from prescribed policies and increase the prescriber base:

Finalize Commercial Cockpit calendar in coordination with the concerned teams

Identify and select speakers of KOL status and do it in a cost effective manner

Maintain and strengthen relationships with critical KOLs

Plan, and drive new product launches in the respective therapy area in Brazil in order to ensure complete preparedness of the sales team for the launch and successful launch of the product

Drive implementation of the launch plan (execution excellence) in line with the marketing teams' strategy through preselection and targeting

Collaborate with Distribution team to ensure availability of the new product, formulate a plan for high impact launch, ensure scientific knowledge of team members through training sessions in quarterly meetings

Monitor data to ensure that the sales team meets the right doctors at the right frequency and distribute the right inputs for new products

Track progress with new product launch tracker; review progress of launch on a regular basis with teams

Coordinate with distribution team for stocks

Review achievement of sales numbers versus target;

check implementation process (for launch plan)

Check status of stock availability at depots and suggest corrective action to distribution and Sales team

Identify new opportunities in order to achieve higher ranking and best in class execution excellence

Use market information to identify initiatives to grow the business

Identify capabilities and resources required for implementing relevant initiatives

Formulate plans with accountabilities and milestones, initiate corrective action when required

Develop the team in order to maximize retention and performance of team members

Conduct goal setting, performance appraisals, coach employees

Participate in recruitment and induction, identify training needs

Provide training on specific capabilities and products to team based on future plans and business requirements