Position: Sales Operations Manager - Pharma, Mumbai

Skill Set:

Pharma Sales Operations, General Trade Operations, Distributor Network, Secondary Sales Management, D2R, D2S, Channel Expension, Field Team, Excellent English, Gujarati/Marathi communication skills

Department: Sales

Experience: 5 to 10 years

Job Type: Full Time

Number of Positions: 1

Location: Mumbai

Job Description:

About Us:

Part of a strong Indian Conglomerate, we are dedicated to improving global healthcare by providing high-quality, affordable pharmaceutical products. Our mission is to bridge the gap between cost-effective solutions and high-quality healthcare by outsourcing manufacturing for our product supply from trusted, reputed CDMOs.

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); MBA in Sales/Marketing is an advantage 

• 5 to 10 years of experience in pharma general trade sales operations

• Minimum 3 to 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/Education:

Master of Business Administration (M.B.A.)

Bachelor of Pharmacy (B.Pharm.)

With a fast-growing Generic Pharma Setup, part of a giant Indian Conglomerate