Dr Reddys Laboratories
Location
Secunderabad | India
Job description
Position Title : Sales Development Manager - Vistara Role Band : Indigo - 1 Reporting To : Sales Development Lead - Vistara Location : Hyderabad / Delhi Purpose: Vistara launched in Apr20 with an objective to increase the availability of affordable medicines in underpenetrated Rural India. It is currently operational acrossIndia (except Gujarat & Kerala) and offers 8 power brands (Nise, Omez, Omez DSR, Ketorol DT, Atarax, Cetzine, Brozedex and Zedex) to rural market. Vistara operates on two important levers - adopting the best practices to excel on Demand Generation and Demand Fulfilment in rural markets. Channel partners (Stockiest/Chemist) play critical role in ensuring our brands reach every nook and corner of the country. Driving engagement with channel becomes very important in staying competitive in rural geographies. Role of Vistara SDM is to drive market leading growth of our iconic Power brands in Tier II and below towns by leveraging the network and reach of Pharma channel partners & ensuring the best of demand fulfilment and efficient supply. SDM also ensures engagement with Sales force and emphasizes and drives automation through digital adoption across functions. Key Responsibilities: Channel Engagement - Conceptualize, Plan, Estimate and Execute o Trade marketing schemes o Channel Loyalty programs o Merchandizing at Rural Chemist stores o Channel partner specific brand BTL initiatives o Betterment of important Demand fulfilment levers in rural o Understanding competitor activity, local players & channel driven sales Route to Market - Planning & Execution o Geography segregation w.r.t main divisions o RSE territory planning for optimized coverage o Expansion planning & execution Sales Force Excellence - Planning & Execution o Robust monthly target setting to achieve desired PCPM o Incentive policy design & timely disbursement through co-ordination with central SFE o Driving max participation in rewards & recognition programs o Team performance management at each RSE HQ level for process & sales o TA DA policy and revision support through periodic reviews Sales Enablement - o Rural Stockiest appointment as per defined SOP o Data integrity of Vistara report on Unnati Program Management & Reviews - o Ownership for central program management - SDP & PMO o Facilitating monthly cascade meetings, MRM & MBR through required data & analytics Business Analysis & MIS reports - o Need based business performance analysis o Owning VistaraOne dashboard o Tracking important business KPIs & hygiene metrics through MIS trackers o SKU level forecast planning for S&OP o Market Intelligence - IMS data progress vs competition Sales Automation - Process Owner o Channel Assist Enhancement & adoption: . Project planning for new requirements & periodic progress review . Periodic training to RSE, Managers & Admin for refined usage . Creating user manual, video tutorials, other artefacts & collaterals o Channel Assist support: . User & Customer data management . Dynamic resolution of runtime errors . Login related support - forgot password, reset user, configuration changes . Reporting related issues resolution People - Engagement & Development o Extensive field work to improve schemes, MIS, SFE and automation o Guiding YLP, Interns to support the initiatives o Enabling Temp resource to handle ChA admin, MIS reports and scheme audits o Special projects/assignments (ad hoc) Education & Experience: o Post-graduate with MBA from premier institute o Min 3 years of Sales/Trade marketing experience for B-School and Min 5 years for Non-B-school candidates Operating Network: . Internal: Sales Heads, Commercial Head, Head Marketing, RSM/ASM/RSE, SFE, Central Strategy, CFA, Quanta, IT, Brand teams . External: Vendors/Consultants Technical Requirements: o Sales / Trade marketing in OTC/FMCG o Experience in handling channel programs and initiatives o Understanding of Pharma/FMCG operations and rural markets o Good project management skills o Proficient in leveraging MS tools (Excel, PPT) & other data visualization/analysis tools o Ability to leverage automation & tools to ease processes Key Personal Attributes: o Innovative, highly energetic, quick learner and rigor to drive o Must be collaborative in approach and a team player o Good verbal and written communication skills o Good networking & influencing abilities
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