Vacancy for Area Sales Manager (ASM) at Dr. Reddy's Lab

                 Dr. Reddy's Lab

Job as Area Sales Manager (ASM) 

About Company,
Established in 1984, Dr. Reddy's Laboratories (NYSE: RDY) is an emerging global pharmaceutical company with proven research capabilities. The company is vertically integrated with a presence across the pharmaceutical value chain. It produces finished dosage forms, active pharmaceutical ingredients and biotechnology products and markets them globally, with focus on India, US, Europe and Russia. The Company conducts research in the areas of cancer, diabetes, cardiovascular, inflammation and bacterial infection.

Job Description:
The incumbent will be responsible for achieving business goals of the assigned territory by implementing defined strategies through a team of empowered professionals.
1. Sales Target Achievement:
a) Ensuring achievement of growth and profitability in the assigned area with distribution focus on the below:
• Therapy wise
• Product wise
• Brand wise
b) Ensuring uniformity in the achievement spread of frontline
c) Ensuring focused brand performance
2. New product management:
a) Providing market data / intelligence to PMT (Product Management Team)
b) Identifying and preparing the customer list for Launch Product based on RCPA (Retail Chemist Prescription Audit)
c) Ensuring follow up and providing feedback to PMT on Post launch of Products
d) Ensuring achievement of budget for the team
3. People Development: Ensuring competent representatives go to meet customers and help build organizational capability by:
a) Ensuring proper and timely induction/orientation of new PSR in team
b) Ensuring proper guidance to the team (PSR coaching & mentoring):
• On the Job Training during Joint Work followed by post work assignments and feedback
• Keeping the team updated on Product Knowledge and other related areas.
• Monitoring and development of the team in the main skill areas as below: detailing effectiveness, communication, influencing, relationship building.
• Understanding career needs of the team members and facilitating their development.
c) Providing feedback related to training needs for the team
4. Process Compliance:
a) Ensuring proper process planning for the team; in order to make sure right frequency of interaction with customers and continuous implementation of business strategies
b) Monitoring field processes compliance through cycle reviews, analyzing the processes and providing timely feedback and related course correction to the concern
5. CRM:
a. Responsible for understanding the customer needs v/s potential and accordingly allocating the CRM budget
b. Directly responsible for sales from 50 CRM customers & relationship building & the Return on Investment (ROI) thereof
c. Guiding team in devising innovative approaches and strategies to build strong relationships with existing and potential customers
Key Performance Indicators :
1. Team’s sales target achievement with consistency and uniformity in spread
2. Consistent growth in the assigned area
3. Process compliance across the team
4. Ensuring positive CRM Return on Investment (ROI)
5. Manage team attrition constructively

Candidate Profile:
1. Required Education: Graduate (Science/Pharmacy preferred) & MBA (desirable).
2. Minimum Experience:
a) At least 4-5 years of experience as a Pharmaceutical Sales Representative (PSR)
b) 1-2 years of ASM experience in a reputed Pharmaceutical company

Additional Information:
Experience: 4-5 years
Location: Hyderabad
Education: B.Pharm, B.Sc, MBA
Industry Type: Pharma/ Biotech/Clinical Research
Functional Area: sales and marketing,
Unit: Global Generics
Job Expiry: Saturday, March 20, 2010

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