01Overview
Role Title - Area Sales Manager
Line Manager - Regional Sales Manager
Function - Sales HCD E&G
Location - Nagpur, Maharashtra, India
Job Purpose The Area Sales Manager (ASM) Sales HCD (Ethical & Generics) is responsible for driving sales growth and market expansion within the assigned territory. The role focuses on building strong engagement with doctors, hospitals, and trade partners while ensuring operational efficiency across distribution networks.
The ASM drives effective channel management and Go-To-Market (GTM) execution to deliver consistent business results. This includes enhancing sales productivity and distribution efficiency through sales force automation, strengthening distributor and field force capabilities, and improving channel performance across key touchpoints.
The role also emphasizes team capability development through continuous performance assessment, data-driven reviews, and structured coaching of Sales Officers to ensure alignment with business objectives and sustainable growth.
Key Responsibilities The role has the following key deliverables:
Develop and execute area sales plans aligned with business objectives to achieve sales targets and drive growth
Ensure effective product routing, market coverage, and adherence to budgets and trade marketing guidelines
Expand market reach by increasing coverage of Ayurveda doctors, hospitals, and chemist outlets
Execute trade promotions, doctor engagement initiatives, and channel schemes to accelerate business growth
Drive sales performance through improved forecasting, GTM execution, and field force capability building
Support new product launches and ensure strong in-market execution and brand visibility
Analyse sales data and market trends to generate actionable insights and recommend counter-strategies
Ensure operational excellence by maintaining stock availability, distribution hygiene, and coordinating with depots for seamless supply and claim resolution
Lead, coach, and develop Sales Officers to enhance team capability and deliver consistent performance
Team Structure
Number of Direct Reports - 5-6 Area Sales Officers
Previous Experience & Preferred Experience
5-10 years of which at least 3 years will be as an Area sales manager in Health Care Division
Strong exposure to Ethical & Generics pharmaceutical sales, and market development (Ayurveda/ Pharma trade)
Doctor engagement and sales target delivery
GTM execution, trade marketing and promotion execution
Functional Skills & Competencies
Sales planning, forecasting, and GTM execution
Channel development and expansion (doctors, hospitals, chemists)
Product launch and in-market activation
Data analysis, sales reporting, and insight generation
Distributor management and supply chain coordination
Field force capability building and performance management
Analytical thinking, planning, organizing, collaboration, agility, adaptability and influence
Educational Qualification
MBA General/ Marketing & Sales .
