State Sales Manager

JOB DESCRIPTION – STATE SALES MANAGER

Position: State Sales Manager
Industry: Pharmaceutical / Healthcare
Department: Sales & Marketing
Reporting To: National Sales Manager
Location: State Headquarters

Job Purpose

The State Sales Manager will be responsible for driving sales growth across the assigned state, achieving business targets, managing and developing the sales team, strengthening relationships with doctors and channel partners, and ensuring effective implementation of company strategies.

Key Responsibilities

1. Sales & Business Development

• Achieve monthly, quarterly, and annual sales targets for the assigned state.

• Develop and execute state-level sales strategies and action plans.

• Identify new markets, doctors, hospitals, clinics, distributors, and business opportunities.

• Improve territory productivity and ensure consistent month-on-month growth.

• Monitor primary and secondary sales and take corrective action where required.

• Focus on product-wise, territory-wise, and customer-wise growth.

2. Team Management

• Lead, guide, motivate, and monitor the State sales team.

• Set clear targets and performance expectations for RSMs/ASMs/Medical Representatives.

• Conduct regular performance reviews and provide coaching to underperforming employees.

• Identify training requirements and develop the team's sales capabilities.

• Participate in recruitment and selection of suitable sales professionals.

• Build a strong, disciplined, result-oriented, and collaborative sales team.

3. Doctor & Customer Relationship Management

• Develop strong and professional relationships with doctors, healthcare professionals, hospitals, distributors, and stockists.

• Ensure regular and productive doctor calls by the field team.

• Understand customer requirements and market feedback.

• Resolve customer issues and ensure timely follow-up.

• Support the team in developing key doctors and high-potential accounts.

4. Market & Competitor Analysis

• Monitor competitor products, pricing, promotional activities, and market strategies.

• Identify emerging market trends and opportunities.

• Collect relevant market intelligence from the field.

• Prepare actionable plans to counter competitive activities.

5 Sales Operations & Reporting

• Ensure timely and accurate CRM reporting by the sales team.

• Review daily, weekly, and monthly sales reports.

• Monitor doctor coverage, productive calls, orders, collections, and outstanding payments.

• Coordinate with Finance, Supply Chain, Marketing, and Head Office for smooth operations.

• Ensure proper stock availability and minimize stock-outs and expiry issues.

6. Collection & Business Discipline

• Monitor distributor and customer outstanding payments.

• Ensure timely collection as per company policies.

• Maintain healthy business growth along with proper credit and collection discipline.

• Take immediate action on overdue accounts in coordination with the concerned departments.

Key Performance Indicators (KPIs)

• Achievement of state sales targets.

• Month-on-month and year-on-year sales growth.

• Primary and secondary sales.

• New doctor/customer development.

• Productive call percentage.

• Territory coverage and sales-force productivity.

• Distributor and stockist development.

• Collection and outstanding control.

• Team performance and retention.

• CRM compliance and reporting discipline.

• Market expansion.

• Product-wise and territory-wise growth.

Required Skills & Competencies

• Strong leadership and team-management skills.

• Excellent communication and negotiation skills.

• Strong doctor/customer relationship-building ability.

• Good understanding of pharmaceutical sales and distribution.

• Strong analytical and decision-making skills.

• Target-oriented and result-driven approach.

• Excellent field coaching and team-development skills.

• Ability to handle pressure and challenging business situations.

• Good knowledge of CRM, MS Excel, and sales reporting systems.

• Willingness to travel extensively within the assigned state.

Qualification & Experience

• Graduate in any discipline; B.Pharm / B.Sc. / MBA (Sales & Marketing) will be an advantage.

• 6–10 years of pharmaceutical sales experience, preferably with experience managing a state or multiple territories.

• Prior experience managing RSM/ASM/Medical Representative teams preferred.

• Strong knowledge of doctors, distributors, stockists, and pharmaceutical markets within the assigned state is preferred.

Ideal Candidate

The ideal candidate should be a strong sales leader with commercial intelligence, managerial maturity, excellent doctor relationships, and a proven ability to build high-performing teams. The candidate should focus not only on achieving sales targets but also on sustainable business growth, team development, customer relationships, collections, and disciplined execution.

• It is a Full Time Sales / Business Development job for candidates with 5 - 6+ years Experience.