Area Sales Manager

2+ years

Not Disclosed

Gurgaon

10 Jan. 1, 2025

Job Description

Job Type: Full Time Education: B.Sc./ M.Sc./ M.Pharm/ B.Pharm/ Life Sciences Skills: Causality Assessment, Clinical SAS Programming, Communication Skills, CPC Certified, GCP guidelines, ICD-10 CM Codes, CPT-Codes, HCPCS Codes, ICD-10 CM, CPT, HCPCS Coding, ICH guidelines, ICSR Case Processing, Interpersonal Skill, Labelling Assessment, MedDRA Coding, Medical Billing, Medical Coding, Medical Terminology, Narrative Writing, Research & Development, Technical Skill, Triage of ICSRs, WHO DD Coding

Sales Leader – Lilly India

At Lilly, we unite caring with discovery to make life better for people around the world. As a global healthcare leader headquartered in Indianapolis, Indiana, our employees are dedicated to discovering and delivering life-changing medicines. We are committed to improving the understanding and management of disease while giving back to our communities through philanthropy and volunteerism. We strive to always put people first, and we’re looking for those who are determined to make life better for people around the world.

Job Purpose:

As the Sales Leader, you will be responsible for analyzing market trends, developing a sales plan, and building relationships with top doctors in the area. You will coach team members on key sales skills, including in-clinic effectiveness, and oversee their performance and development. Your role will involve facilitating cross-functional interactions to achieve business growth and sales targets while maintaining compliance guidelines.

Key Responsibilities/Deliverables:

Area Business Development:
- Devise a sales plan based on affiliate guidelines, annual targets, and prior sales trends.
- Plan sales targets by hospital and customer, and allocate targets to the team in alignment with the RSM.
- Keep informed of the local and national healthcare economy, decision-making processes, and use Lilly resources to maximize impact.
- Identify new opportunities and customers, review TMs' territory plans, and make necessary adjustments.
- Manage relationships with stockists, paramedical staff, and retailers.
- Adjust the district business plan based on results, resource availability, and the changing business environment.
Performance Metrics:
- Sales target achievement (self and team).
- Compliance adherence.
Sales Rep Development:
- Source and select team members and ensure smooth induction into the respective territories.
- Collaborate with TMs to understand their career goals and help develop individual plans with short and long-term priorities.
- Guide TMs in territory planning, sales strategies, and relationship management with customers.
- Ensure adherence to compliance guidelines and coach TMs using the Lilly Coaching Model.
- Monitor customer satisfaction and provide feedback for continuous improvement.
Performance Metrics:
- Timely vacancy closure.
- Quality of hires and retention.
- Compliance adherence.
Customer Relationship Management:
- Allocate KOL engagement responsibilities among team members and support customer engagement activities.
- Build and strengthen relationships with key customers.
- Monitor the effectiveness of engagement activities through feedback and share insights across functions.
- Plan and conduct team-building activities to ensure effective collaboration.
Performance Metrics:
- KOL feedback.
- Program participation per plan.
Reporting and Analysis:
- Review on-demand reports, action plans, and team trackers.
- Validate stock and sales statements and prepare weekly and monthly sales reports.
- Present performance during monthly business reviews, highlighting key points and challenges.
Performance Metrics:
- Timely and accurate report submission and data analysis.

Key Stakeholders:
Doctors, paramedical staff, hospital purchase in-charges, retailers, stockists, HR, Marketing, Medical, and Finance departments.

Core Capabilities/Skills:

Strong communication and presentation skills.
In-depth knowledge of the therapeutic area and product segments.
Analytical, people management, and motivation skills.
Effective time management, delegation, and prioritization abilities.

Qualifications & Experience Required:

Graduation in any discipline with at least 4-5 years of pharma sales experience.
Minimum 2 years of sales leadership experience.

Lilly is committed to helping individuals with disabilities actively engage in the workforce, ensuring equal opportunities during the application process. If you require accommodation to submit a resume, please complete the accommodation request form for assistance. Please note that this form is for accommodation requests only, and other inquiries will not be responded to.

Lilly is an equal opportunity employer and does not discriminate based on age, race, color, religion, gender, sexual orientation, gender identity, gender expression, national origin, protected veteran status, disability, or any other legally protected status.

#WeAreLilly

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Area Sales Manager

Job Description

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