Sales Manager

Job Summary:

The Sales Manager will be responsible for driving sales performance across Gujarat and Maharashtra through an efficient distributor and stockist network. The role focuses on strengthening secondary sales, improving distribution reach, ensuring distributor field force productivity, delivering sales target and executing region-specific growth strategies. The ideal candidate should have strong expertise in general trade pharma operations and distributor-led business models.

Key Responsibilities:

• Drive primary and secondary sales through distributor and stockist networks across Gujarat & Maharashtra
• Ensure strong secondary movement at chemist and retailer levels
• Manage and optimize distributor performance, including primary sales, stock availability, billing efficiency, and ROI
• Strengthen general trade channels – retailers, chemists, and wholesalers
• Monitor and improve distributor field force productivity (daily calls, POB, conversion ratios)
• Track and achieve monthly, quarterly, and annual sales targets

Analytical & Operational Excellence:

• Strong understanding of D2R (Distributor to Retail) and D2S (Distributor to Stockist) models
• Analyze sales data, secondary trends, and productivity metrics
• Track region-wise performance and growth drivers
• Provide actionable insights to improve sales and distribution efficiency
• Maintain strong reporting systems and dashboards

Monitoring & Control:

• Track daily, weekly, and monthly sales performance vs targets
• Monitor secondary sales and stock movement at distributor level
• Ensure adherence to call average, coverage, and productivity benchmarks
• Review POB (Product Order Booking) and conversion efficiency regularly
• Conduct periodic field visits and joint working with team members
• Monitor stock levels, expiry management, and product availability
• Track scheme utilization and ROI effectiveness
• Review outstanding payments and ensure timely collections
• Identify performance gaps and implement corrective action plans

Key Requirements:

• Graduate (Science/Pharma preferred); MBA in Sales/Marketing from a reputed Tier-2 institute preferred.
• Strong academic record throughout SSC, HSC, Graduation and MBA.
• 5 years of experience in pharma general trade sales operations along with 2 years of leadership experience in a sales function.
• Minimum 3–5 years in handling distributor-driven markets (Gujarat/Maharashtra preferred)
• Experience working in a high-growth startup in retail/B2B businesses such as Udaan, Tata 1mg B2B, PharmEasy B2B, or similar.
• Strong exposure to secondary sales management and channel expansion
• Experience in managing field teams (ASM/FSO level)
• Good analytical and data interpretation skills
• Strong execution ('hustling') capability with ability to drive outcomes in a fast-paced environment.

• Selection assignment: Candidate to submit a half-page note describing a project they are most proud of, highlighting their role, challenges, actions and measurable outcomes.