PHARMA SALES AND DISTRIBUTION

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FUNCTIONS OF AREA SALES MANAGER

PRESENTED BY ----AKSHAY PH 1204 AMAR - PH 1205 DHIRAJ - PH 1215

SEM 2

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AREA BUSINESS MANAGER

Line Manager Also known as First(Front)

To achieve the goal set by the organization by

proper implementation of the company

strategy and coaching, supervising, monitoring, motivating and situation handling
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of the MR.

 Area sales manager plays a key role in the success and failure of an organization. He is the one who plays a pivotal role in achieving the sales targets and eventually generates revenue for the organization. Area sales manager must be very clear about his role in the organization. He should know what he is supposed to do at the workplace.
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ROLE OF AREA MANAGER IN INDUSTRY

1.Achive your commitment (like target )

2.Implementing the company strategy across all the territory. 3.motivating,monitring,supervising.coaching the subordinate.
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4.Situstion handling as per sub ordinate wise RESPONSIBILITY
1.FULFILL THE COMPANY NEED 2.GIVE RIGHT FEEDBACK TO COMPANY 3.UTLISE THE RESOURCE OF THE COMPANY IN ORGANISE MANNER.

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 operations in the Manage sales initiatives and

assigned area.
Supervise and guide sales team in achieving revenue target. Develop positive client relationship for repeat business and new opportunities. Provide expert sales solutions to meet company 07-03-2013 objectives.
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 customers when needed. Conduct sales presentations to

Address customer issues and queries in a timely manner to ensure customer satisfaction.
Develop marketing and sales strategies to secure account contracts, develop new accounts and enhance business growth and profitability. Develop sales proposals and bids using standard procedures and templates.
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Cooperate with sales team to identify sales opportunities within the assigned area.
Maintain company standards for sales processes and customer services. Identify and manage business risks in a timely manner. Manage contract negotiations and business agreements with clients as needed. 07-03-2013


Assist in developing sales plan to meet long term needs of prospects.

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AREA SALES MANAGER

Should be a graduate preferably in

DESIRED PROFILE:

Science/Pharmacy with Diploma in Business Management. Total experience of 3 to 4 Years in Pharma Company. Relevant knowledge about selling process, as well as marketing (sales) Knowledge of the pharmaceutical industry, pharmaceutical products
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AREA SALES MANAGER

DESIRED PROFILE:

-Good communication skills in English -Computer skills -Leadership abilities, strategically approach, client oriented -Honesty and confidentiality -Planning and prioritizing abilities -Problem solving capabilities -Ability to work under pressure and meet tight deadline
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MAIN ACCOUNTABILITIES:
- To participate in the development and to implement the sales and marketing strategies of the company -To formulate the business plan for marketing and sales volumes, turnover, sales and marketing budgets -To build, develop and motivate the team, moreover to coordinate the activity of the promotion lines
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MAIN ACCOUNTABILITIES:
-To define the portfolio and to launch planning To elaborate the sales forecast for products and to establish the objectives for his subordinated departments and managers To organizes activities, define priorities, control progress and quality of the performance within assigned region
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Let us understand the roles and responsibilities of a sales manager: A sales manager is responsible for meeting the sales targets of the organization through effective planning and budgeting. A sales manager cant work alone. He needs the support of his sales team where each one contributes in his best possible way and works towards the goals and objectives of the organization. He is the one who sets the targets for the sales executives and other sales representatives. A sales manager must ensure the targets are realistic and achievable.
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-Responsible for brand promotion - Responsible for achievement of sales targets -Formulation of Marketing and Sales strategies to achieve target sales -Interacting with Doctors to identify and develop new products and organize seminars, health camps etc -Supervision of medical reps to enhance sales and marketing of Products etc
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 Responsible for Top - Line issues with respect to business planning, brand positioning, spearheading the distributor relationship acquisition Analyzing training needs with respect to products, behavioral and managerial Developing training modules Drawing the training calendar Imparting Class room Training on products or selling skills during Induction programs or Cycle meets and field trainings Achieving sales target
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JOB PROFILE :
Area Sales Manager (1st Line Manager)Promoting Pharma Products MANAGING BUSSINESS. Achieving / Exceeding sales through team members Achieving Objective / Target. Constantly improve the competence of team members. To develop information, intelligence and feedback systems and action. Constantly improve customer coverage
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1.The duties must not be imposed on anyone, instead should be delegated as per interests and specializations of the individuals. A sales manager must understand who can perform a particular task in the most effective way. It is his role to extract the best out of each employee. 2.A sales manager devises strategies and techniques necessary for achieving the sales targets. He is the one who decides the future course of action for his team members.
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3.It is the sales managers duty to map potential customers and generate leads for the organization. He should look forward to generating new opportunities for the organization. 4.A sales manager is also responsible for brand promotion. He must make the product popular amongst the consumers. A banner at a wrong place is of no use. Canopies must be placed at strategic locations; hoardings should be installed at important places for the best results.
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Motivating team members is one of the most important duties of a sales manager. He needs to make his team work as a single unit working towards a common objective. He must ensure team members dont fight amongst

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6.It is the sales managers duty to ensure his team is delivering desired results. Supervision is essential. Track their performances. Make sure each one is living up to the expectations of the organization. Ask them to submit a report of what all they have done through out the week or month. 7.He is the one who takes major decisions for his team. He should act as a pillar of support for them and stand by their side at the hours of crisis.
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8.A sales manager should set an example for his team members. He should be a source of inspiration for his team members. 9.A sales manager is responsible for not only selling but also maintaining and improving relationships with the client. Client relationship management is also his KRA. 10.As a sales manager, one should maintain necessary data and records for future reference.
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 What is Customer Relationship Management ? The art of managing the organizations relationship with the customers and prospective clients refer to customer relationship management. CRM includes various strategies and techniques to maintain healthy relationship with the organizations existing as well as potential customers.. In simpler words, customer relationship management refers to the study of needs and expectations of the customers and providing them the right solution.
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Need for Customer Relationship Management CRM leads to satisfied customers and eventually higher business everytime. CRM goes a long way in retaining existing customers. CRM ensures customers return back home with a smile. CRM improves the relationship between the organization and customers. Such activities strengthen the bond between the sales representatives and customers

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