Regional Sales Manager

The role focuses on building strong customer relationships, attending industry events, and developing mutually beneficial marketing partnerships. It involves managing accounts by understanding customer hierarchies and driving global business development to enhance wallet share. Responsibilities include preparing budgets, analysing customer-product mixes, tracking market dynamics, and providing competitive pricing strategies. The role also requires positioning new products, identifying growth opportunities, and managing customer engagement through insights and market research. Emphasis is placed on aligning organizational goals with customer interests, maintaining a healthy order book, and expanding business within the assigned region.

Roles & Responsibilities:

• You will be responsible for building strong customer relationships and attending conferences or networking events like CPHI to establish industry connections.
• You will be responsible for managing accounts by analysing management hierarchy, buying groups, and decision-maker classifications.
• You will be responsible for driving global business development activities and exploring opportunities to enhance wallet share.
• You will be responsible for aligning organizational objectives with customer interests and identifying areas for improvement or opportunities within accounts.
• You will be responsible for preparing the annual budget for the assigned region and understanding customer-product mix to anticipate seasonal requirements.
• You will be responsible for maintaining a healthy order book while monitoring market dynamics to protect and grow the base business.
• You will be responsible for tracking market trends, competitor pricing, and product placement to gain competitive insights.
• You will be responsible for working on costing, proposing competitive pricing bands, strategizing product pricing, and monitoring credit risk.
• You will be responsible for engaging customers and performing secondary research to expand business and increase the product basket.
• You will be responsible for positioning new products, assessing opportunities, understanding technical and regulatory aspects, and pitching strategies for customer engagement.

Educational qualification:

Graduation in any discipline. Science/Pharmacy/MBA preferred.

Minimum work experience:

• 5+ years of sales experience, preferably in Pharma.

Skills & attributes & Critical Exposures:

Functional Skills:

• Pharmaceutical Portfolio Management
• Account Management
• Bid Management
• Pricing Strategies
• Contract Management
• Selling Techniques
• Order Fulfilment

Resident Skills:

• Business networking
• Opportunity Analysis
• Market intelligence
• Data analysis
• Business Acumen

Behavioural skills:

• Leadership
• Analytical Thinking
• Collaboration
• Problem-Solving

Critical Exposures:

• Managed revenue size of USD 10 million or its geographical equivalent business in API/Formulations.
• Exposure to B2B tendering/institutional business/SCM/finance/portfolio/business strategy/Business Development is preferred.