Job Summary:
The Sales Operations Manager will be responsible for driving sales performance across
Gujarat and Maharashtra through an efficient distributor and stockist network. The role
focuses on strengthening secondary sales, improving distribution reach, ensuring
distributor field force productivity, delivering sales target and executing region-specific
growth strategies. The ideal candidate should have strong expertise in general trade
pharma operations and distributor-led business models.
Key Responsibilities:
- Drive primary and secondary sales through distributor and stockist networks
across Gujarat & Maharashtra
- Ensure strong secondary movement at chemist and retailer levels
- Manage and optimize distributor performance, including primary sales, stock
availability, billing efficiency, and ROI
- Strengthen general trade channels – retailers, chemists, and wholesalers
- Monitor and improve distributor field force productivity (daily calls, POB,
conversion ratios)
- Track and achieve monthly, quarterly, and annual sales targets
Analytical & Operational Excellence:
- Strong understanding of D2R (Distributor to Retail) and D2S (Distributor to
Stockist) models
- Analyze sales data, secondary trends, and productivity metrics
- Track region-wise performance and growth drivers
- Provide actionable insights to improve sales and distribution efficiency
- Maintain strong reporting systems and dashboards
Monitoring & Control:
- Track daily, weekly, and monthly sales performance vs targets
- Monitor secondary sales and stock movement at distributor level
- Ensure adherence to call average, coverage, and productivity benchmarks
- Review POB (Product Order Booking) and conversion efficiency regularly
- Conduct periodic field visits and joint working with team members
- Monitor stock levels, expiry management, and product availability
- Track scheme utilization and ROI effectiveness
- Review outstanding payments and ensure timely collections
- Identify performance gaps and implement corrective action plans
Key Requirements:
- Graduate (Science/Pharma preferred); MBA in Sales/Marketing is an advantage
- 5–10 years of experience in pharma general trade sales operations
- Minimum 3–5 years in handling distributor-driven markets (Gujarat/Maharashtra
preferred)
- Strong exposure to secondary sales management and channel expansion
- Experience in managing field teams (ASM/FSO level)
- Good analytical and data interpretation skills
Pay: ₹1,800,000.00 - ₹2,300,000.00 per month
Benefits:
- Health insurance
- Provident Fund
Application Question(s):
- What is your current CTC & Notice period?
Work Location: In person
