Commercial Lead
hace 7 días
1. Strategic Direction
- Give strategic direction to the 2 regions of Ex-India markets and ensure the achievement of the topline sales number.
- Plan and achieve the sales targets.
- Plan and execute new brand launches.
- Create strong marketing plans for existing and new brands.
- Monitor activities critical to business needs, viz. Customer Coverage, Doctor Meetings, Opinion Leader Contacts, Patient Programs, Cycle Meetings, activations, BTL, etc.
- Plan and achieve the distribution targets and gain market share.
- Control & monitor sales returns, damages, expiry stocks, etc. as per company norms.
2. Financial Compliance
- Monitor and control SG&A spends in the Region (Over Heads and Trade Marketing).
- Overall responsible for timely & risk-free realization from the customer (distributor, institutions & cooperatives).
- Ensure no financial risk to the company.
3. Business Planning
- Monitor Business Planning for both regions through HCP coverage by ethical team on distributor payroll.
- Market coverage by traditional and modern trade channel.
- Conduct monthly RTMs (Regional Team Meeting) for Ethical and Trade team of ANI’s Importer (CIC) and review area performance and forecast every month in line with sales requirements.
- Work closely with the Ethical and Trade team of Importer to achieve business results.
- Drive effectiveness & efficiency through KPIs.
4. Distribution Management
- Monitor pipelines across Distributors in the Ex-India markets.
- Plan & monitor execution of the secondary sales plan by Brand.
- Lead Regional Team Meeting along with the Ethical and Trade team and review area-wise performance for Importer/Distributor.
5. Code of Conduct and Compliance
- Ensure Ethical, Medical, Trade adherence to code of conduct.
- Ensure adherence to sales SOP.
- Conform to all financial and administration systems.
- Compliance to statutory and regulatory norms as per Abbott standards.
- Ensure that the Sri Lanka CIC team handles Legal Issues, PFA issues, packaging defects, etc. in consultation with HO India.
6. Team Development
- Develop Distributor/Importer team through Coaching and Reward management.
- Identify training needs of CIC’s team and provide relevant inputs from time to time by working closely with Medical and Marketing team.
- Motivate and provide leadership to CIC’s sales team.
- Work with all MRs, Sales Executives every month.
- Facilitate and support training for the ASM’s and their teams.
- Manage careers within the branch and actively engage with other branch heads, vertical heads in the trade BU to facilitate cross-functional exposure for the team.
- Reward superior performance in the branch through timely recognition.
- Leverage IT support/tools to drive SFE KPIs.
7. In-Store Retail Execution & Localized Trade Marketing Initiatives
- Ensure best in class implementation of Channel loyalty programs as per plan.
- Develop customized business plan to leverage market-based opportunities.
- Oversee the design and implementation of innovative Trade Marketing activities through proper identification of trade channels and segments within the branch.
8. Collaboration with Marketing Team
- Work closely with Marketing team on country-wise Brand plans, clearly identifying headspace and sources of growth.
9. Specialized Role
- This role involves multi-function and country exposure across Marketing, Trade, Ethical, Finance, Logistics, and Legal/Regulatory framework for managing Sri Lanka and Maldives business.
10. Business Complexity
- Manage business complexity involved on multiple fronts regarding GTM strategy across multiple channels, BTL and Ethical execution, managing supply chain networks (mix of imported and locally manufactured SKUs), and a Regulatory & Legal framework which is different from India business.
11. Market Share and Prescription Share
- Garner significant market share as well as prescription share for the portfolio by strengthening credibility with KOLs, developing educational relationships with the top KOLs in the region, and driving the S&D plan to push Numeric & weighted distribution of AN Products.
12. People Management
- The incumbent will have people management responsibilities of salesmen on distributor payroll (Trade & Ethical).
- Provide leadership, coaching, and guidance to the Area Managers to drive productivity enhancement and stability of the field force.
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