Job Description

The Position
To successfully drive and develop sales activities of Boehringer Ingelheim (BI) products in the private and /or institutional sector in close cross-functional collaboration with the objective of increasing market share whilst adhering to best practice principles and standard operational procedures (SOPs). Providing a strong focus on developing the sales team in order to form a high performing, competitive sales team aligned behind one common goal contributing to the OPU's vision and sustainable success in the region. Responsible for allocating resources needed for the sales operation to perform promotional activities and calls on HCPs on BI Brands. Responsible for the achievement of the pre-set sales target for the area under responsibility while reporting on monthly basis the sales performance against budget and reporting on variances to management. Will be employed by BI's Distributor in the country; manage all business aspects, demand/supply, inventory, expenses, Debit Notes review and approvals, people management while ensure full collaboration between BI and the Distributor while adhering to BI SOPs and Code of Conduct.
Tasks & Responsibilities

• Works closely with direct reports in implementing an effective Sales Action Plan with the objective of maximizing BI business in assigned districts and to ensure achievement of annual company sales and market share targets/objectives.
• Monitors the sales development and performance of BI products by coordinating with direct reports and the local distributor's team, takes corrective measures when required.
• Review targeting and segmenting of BI customers by building a Customer Value Matrix per core brands to maximize Field Force efficiency.
• Secures consistent and sustainable growth in sales and revenue by identifying and developing new market opportunities.
• Ensures adherence to the operating budget by setting individual budgets and exercising fiscal control to improve profitability.
• Drive BI Brands' Performance in line with OPU objectives.
• Ensures achievement of sales and revenue targets, as approved by corporate, by setting sales targets for each direct report and closely monitoring performances on a monthly basis.
• Ensures direct reports have sufficient time and resources for agreed segmented areas.
• Builds and retains relations with key opinion leaders, public authorities and healthcare agencies to become preferred partner supporting common vision & mission.
• Lead and manage BI Business at the Distributor from inventory, demand and supply management, PV related processes and SOPs.
• Monitors the presence of BI products on government listing and takes actions accordingly.
• Prepare monthly sales feedback report on big customers situations with the gabs to be filled and alternative plans to be executed.
• Leads and monitors all account management activities to ensure reoccurring business.
• Oversees and participates in different marketing activities (e.g. CME, AV's, PMS Etc.)
• Liaises with marketing for the development of materials for local congresses etc.
• Liaise with market access to ensure optimal access and pricing to benefit patients in need.
• Ensures Distributor has stock availability for the private and institutional market as per the contract terms.
• Coordinates with Distributor in building and maintaining positive and professional relationships with different customers in the country including pharmacists, purchasers within hospitals/institutions, etc.
• Act as a role model representing BI's values of trust, respect, empathy and passion.
• Establishes an operational sales strategy and sets clear priorities for his sales teams.
• Ensures full understanding of the strategy and builds operational action plans together with his regional sales managers and the cross functional partners.
• Manages skills inventory of field force focusing on selling, negotiation and presentation skills.
• Liaises with the Sales Training Manager and HR to ensure development of sales staff and capability building to address current and future challenges.
• Identifies issues that affect employee satisfaction and raises the issues to senior management.
• Builds opportunities for direct reports to suggest, participate in and contribute to improvement, innovation and knowledge sharing initiatives.
• Provides timely inputs on an annual basis for workforce planning for direct reports and co-operates with the HR department accordingly.

Requirements

• Education: Bachelor's degree or equivalent related work experience required; master's degree, Business Administration or Marketing strongly preferred
• Minimum of 10 years' experience financial forecasting (Sales and Cost Centre budgeting)
• Knowledge of technical aspects of the industry including pharmacovigilance.
• Management Competencies
• Requires a good understanding and theoretical knowledge in a subject area, requires a blend of formal knowledge and experience
• Understands how tasks are structured, understands how the business is organized, understands external best practice.
• Requires good analysis skills and makes reasoned judgements based on experience.
• Analyses information. Resolves problems by making judgements based on experience of similar situations
• Management Competencies (Agility, Intrapreneurship, Accountability, Analytical, Planning & project management, Business Orientation, Influence & Customer orientation
• Position will be based at Mumbai.

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