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
Mandatory Skills
Pharma Sales Operations General Trade Operations Distributor Network Secondary Sales ManagementD2RD2SChannel Expension Field Team
Additional Skills
Communication skills Analytical skills Team Management
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); 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 Mandatory)
- Proficiency in Gujarati or Marathi is mandatory
- Strong exposure to secondary sales management and channel expansion
- Experience in managing field teams (ASM/FSO level)
- Good analytical and data interpretation skills
Additional Information
- This is 6 days work from office role.
- Language proficiency in Gujarati or Marathi is mandatory
- There are 2 rounds in the process (Final round will be F2F mandatory)
Required Qualification
Master of Business Administration (M.B.A.) ,Bachelor of Pharmacy (B.Pharm.) ,
Job Insights: Important Tips to source better
- Please look for ealry joiners
- This is 6 days work from office role
- Please look candidates from Mumbai only
- Language proficiency in Gujarati/ Marathi is mandatory
- Pharma Sales operations background is mandatory
About Kriam Pharma
Born from the legacy of Shree Ramkrishna Exports (SRK) – a global leader known for its trust, transparency, and integrity – Kriam carries forward the same values into the world of healthcare. Just as SRK redefined excellence in natural diamonds, Kriam is committed to redefining reliability in pharmaceuticals.
Pay: ₹1,500,000.00 - ₹2,000,000.00 per year
Work Location: In person
