lilly

Sales Director – North & East

Gurugram
September 5, 2024
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Deadline date:

Job Description

We’re looking for people who are determined to make life better for people around the world.

Job Purpose

Plan, direct, and monitor the activities of a sales team within a specified geography, product line, or market segment to achieve established sales targets. Develop sales plans, tactics, and campaigns and manage the day-to-day activities of a sales team to implement the organization’s overall sales strategy for an assigned geography, product line, market segment, or list of customer accounts.

Key Responsibilities

  • Demand Realization and Forecasting

    Own and exceed annual sales targets within assigned territory and accounts.

    Develop and execute sales action plan to achieve sales targets and expand customer base.

    Provide inputs during sales forecasting and budgeting exercise; monitor sales volume, revenue, and OPEX against forecasts and get to the root causes quickly in case of performance gaps. Build/execute corrective action plans to improve overall performance of the sales team.

  • Customer Relationship Management

    Build and maintain strong, long-lasting customer relationships.

    Partner with customers to understand their business needs and objectives.

    Understand deep customer insights, beliefs, actions and adapt sales action plans to changing trends in customer needs.

    Proactively share changing trends in the territory/region related to competitor activities, customer preferences, new launches etc. with head-office based teams.

  • Execution Excellence

    Execute with excellence on tactical plans aligned with Medical and Marketing functions for the assigned territory/region.

    Ensure discipline on targeted Sales Force Effectiveness (SFE) metrics.

    Meet or exceed brand KPIs defined as per the Annual Marketing Plan for the targeted brand(s).

    Own affiliate’s annual Sales Force Capability (SFC) action plan and drive strong execution to build sales force capabilities in the assigned region.

  • People Management

    Minimize involuntary attrition in the region to stay below industry average. Be bold to take people decisions timely.

    Recruit and onboard the best sales force (SRs and DSMs) with minimal vacancy time in territories. Proactively scout for the best talent and have a pool ready.

    Coach and develop District Sales Managers (DSMs)

    Career Planning and Performance Management (PM)

    Identify, Develop and Stretch Top Talent

    Promote DEI and achieve diversity targets set by the affiliate leadership.

  • Build an Ethical Winning Culture

    Drive a culture of High performance with High integrity. Walk the talk and be a role model on ethical conduct.

    Be a champion of organization’s policies and procedures. Zero tolerance on unethical behaviour and violation of company policies and procedures.

    Lead internally and drive engagement of sales force in assigned region measured through periodic employee engagement surveys.

    Lead externally by being an ambassador of Lilly and attracting talent to the organization.

    Speak up and be the voice of sales organization. Collaborate with cross-functional teams to refine/simplify organizational processes and make life better for sales force.

  • Core Capabilities & Skills

  • Expertise: Requires supervisory skills and technical/process/product knowledge

  • Decision Making: Makes daily operational decisions guided by policies, procedures, and business plan that impact the efficiency and effectiveness of own.

  • Influence: Influences peers and direct management.

  • Problem Solving: Solves day-to-day operational and technical problems; confers with manager to address more complex problems.

  • Accountability and Scope: Accountable for the performance of a large work unit.

  • Financial and Resource Management: Works within budgetary and financial objectives set by next level of management.

  • Strategic Planning: Develops plans to meet short-term objectives with a time horizon of upto three months.

  • Qualification & Experience Required

  • Bachelor’s degree, MBA degree preferred with function: Sales or Marketing

  • Proven leadership ability to influence, develop, and empower employees to achieve objectives with a team approach

  • Keep up to date with market trends and new developments utilizing information for business improvement.

  • A demonstrated sales experience in Pharma Industry preferably as an Area Manager/DSM

  • Command of English both in written and spoken

  • Good at MS office tools

  • High standard of ethics and compliance

  • Excellent organization, communication, and problem-solving skills

  • Self-motivated and adaptable to be able to work with minimal supervision.

  • Lilly does not discriminate on the basis of age, race, color, religion, gender, sexual orientation, gender identity, gender expression, national origin, protected veteran status, disability or any other legally protected status.

    #WeAreLilly