Job as Area Sales Manager in Pfizer

Founded in 1849, Pfizer is the world's premier biopharmaceutical company taking new approaches to better health. We discover, develop, manufacture and deliver quality, safe and effective prescription medicines to treat and help prevent disease for both people and animals. We also partner with healthcare providers, governments and local communities around the world to expand access to our medicines and to provide better quality health care and health system support. At Pfizer, colleagues in more than 90 countries work every day to help people stay happier and healthier longer and to reduce the human and economic burden of disease worldwide.

Post: Area Sales Manager

Job Description
A) Sales:
1. Accountable for achievement of Sales budget of each SKU in his Area.
2. Accountable for Trade receivables in his Area being within prescribed limits.
3. Accountable for expense ratio being within budgeted level.
4. Ensuring that all institutional sales potential is tapped within his Area.

B) Distribution:
1. Recommending wholesaler appointment after weighing various factors such as financial capacity of the party, availability of redistribution services etc. and after duly filling in the Market Survey Form. ASM will satisfy himself by personal visit that Sales Officer’s selection of a party for stockistship is the right one before making a recommendation.
2. Ensuring intensive and extensive distribution of our products through company as well as wholesaler field force if any.
3. Initiate and maintain wholesaler van operations, attaining and exceeding budgeted sales and achieving planned coverage within budgeted cost –to-sales ratio in order to open-up smaller markets within the Area.
4. Assisting wholesaler in recruiting Interim field force and arranging for their training through company field force.
5. Ensuring efficient supervision of wholesaler field force by company field force, so that maximum results are obtained.
6. Recommending and implementing field systems for wholesaler Interim field force so that company receives continuous flow of data reflecting the work done by them

C) Promotional activity:
1. Recommending trade promotions most suited to achieve the given sales objectives in his Area.
2. Ensuring efficient & proper implementation and assessment of all trade schemes in his Area.
3. Ensuring effective utilization of promotional material, making valuable contribution to the formulation of merchandising plans for the year, measuring efficient implementation of the plans in the field and undertaking regular assessment of merchandising activities as an integral part of the total marketing operations.
4. Ensuring proper implementation of consumer schemes within his Area.
5. Recommending special local media strategy for advertising products within his Area, as also regularly assessing impact of advertising in such local media

D) Planning requirement:
1.Forecasting Volume sales – monthly term and annual term. These estimates form the basis of sales budgeting and production planning / stock control.
2. Reviewing every month Area sales in relation to budget in the form of a monthly report to his RSM.
3. Allocating Area sales budget over territories after taking into account past sales performance and other relevant factors.
4. Preparing Selling Expense Budget for the Area and the territories within it.

E) Supervisor of Others:
1. Planning and recommending expansion programmes and participating in selection of field personnel.
2.Guiding and training sales officers / ISRs and stockist salesmen in the field and at formal training sessions with a view to achieving increasingly higher level of performance in terms of selling and merchandising activities.
3. Guiding Sales Officers on territory allocations with a view to achieving maximum utilization at minimum cost.
4. Approving Sales Officer’s and ISR’s monthly Tour Programme and ensuring that these are received by RSM and Corporate Office before the month starts.
5. Appraising Sales Officers and guiding them in the assessment of their ISRs and wholesaler salesmen.
6. Ensuring enforcement of company / statutory rules and regulations and maintenance of discipline in the field.
7. Planning leave roaster for the field force, in order to ensure that company’s work does not suffer.

F) Accountability for Reports & Records:
1. Reviewing periodically town outlet coverage and Journey Cycle frequency and recommending changes to make our selling operations more effective.
2. Implementing various field systems to enable regular flow of data in regard to secondary sales, wholesaler stock holding, retailer purchases, town sales etc.

G) Contact & Coordination:
Liaisoning with company branches and C.F.Agencts within his Area to ensure that optimum stocks are maintained at all times and orders are promptly executed and best of customer relations are maintained

H) Working environment:
1. Keeping himself fully informed of all competitive activities and keeping RSM / Corporate Office informed of any major operations undertaken by our competitors.
2. Keeping himself fully informed of central / State government and local bodies laws and regulations as applicable to our operations and promptly informing RSM / Corporate office of any changes.

I) Corporate Values: Ensuring that all action taken are done without any comprise of 5 corporate values which form the core of our business policy

Additional Information:
Functional Area: Sales
Location: India
Industry Type: Pharma/ Healthcare/ Clinical research
Job ID: 1025066