National Sales Manager

Key Responsibilities:

Sales & Business Objectives:

 Achieve national sales targets and business objectives.

 Drive both top-line and bottom-line growth with a focus on profitability.

 Ensure uniform sales contribution across product categories and therapy segments.

 Plan and ensure YOY growth – territory-wise, area-wise, state-wise, and product-

wise.

Performance Management & Strategy:

 Regularly monitor Field Force performance; implement corrective and disciplinary

actions as necessary.

 Conduct quarterly performance reviews and develop actionable plans for

improvement.

 Monitor and ensure compliance with ‘Business Hygiene Parameters’: goods return,

expiry management, and payment collections.

Inventory & Distribution Oversight:

 Monitor CFA-wise inventory; ensure optimal indenting based on sales forecasting.

 Implement liquidation strategies for non-moving/slow-moving products.

 Collaborate with distribution partners and maintain strong relationships with key

stockiest.

Field Supervision & Compliance:

 Minimum of 15–20 days/month of joint fieldwork with ZSMs/RSMs/ASMs to

evaluate ground-level operations.

 Review daily field reporting, tour plans, and expense tracking for timely and accurate

compliance.

 Ensure 100% adherence to field KPIs – call averages, CFA/stockiest visits, and

territory coverage.

Promotions & Marketing Alignment:

 Supervise execution of promotional strategies, schemes, SOPs, and tactical

campaigns.

 Provide feedback to PMT and HODs regarding product performance and market

receptiveness.

Team Building & Development:

 Identify talent gaps and provide strategic direction and mentorship to

underperforming territories.

 Drive continuous learning through team-building activities, training, and motivational

programs.

Issue Resolution & Market Intelligence:

 Proactively identify and resolve state-wise issues through practical, ground-level

solutions.

 Gather real-time market intelligence and customer feedback to drive product and

promotional strategies.

Desired Profile:

 Experience: Minimum 15–20 years in pharma sales; at least 3–4 years as NSM/ZSM

in Generic segment.

 Sales Management: Proven success in handling a ₹50+ Crore division.

 Industry Knowledge: Strong command of Generic Pharma Market, Distribution

Models, especially DTS.

 Travel: Willingness to travel extensively across zones.

Skills:

o Exceptional communication & leadership skills

o Strong analytical & problem-solving abilities

o Strategic thinking with operational execution

o Relationship management with stockiest, CFAs & field teams