At Sun Pharma, we commit to helping you “Create your own sunshine”— by fostering an environment where you grow at every step, take charge of your journey and thrive in a supportive community.
Are You Ready to Create Your Own Sunshine?
As you enter the Sun Pharma world, you’ll find yourself becoming ‘Better every day’ through continuous progress. Exhibit self-drive as you ‘Take charge’ and lead with confidence. Additionally, demonstrate a collaborative spirit, knowing that we ‘Thrive together’ and support each other’s journeys.”
Key responsibilities:
The Sales Development Manager will drive field capability, sales execution, and distribution growth across assigned markets. The role focuses on improving frontline productivity, strengthening distributor operations, enhancing market coverage, and enabling the sales team with tools, training, and insights to deliver sustained business growth.
Areas Of Responsibility:
Distributor & RTM Development
Strengthen distributor operations including inventory norms, claim hygiene, DMS processes, credit management, and service levels.
Support new distributor appointments, onboarding, audits, and capability improvement.
Distributor optimisation, DB deployment & DB onboarding coordination with Distribution team
Managing SSD deployment & scale up. Working closely with the distribution team for optimising order generation
Execution Excellence
Improve market coverage, weighted distribution, and availability of priority SKUs.
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Prepare & track SFE KPI’s for the sales team (Productivity parameters, lines sold etc…)
Automation
Evaluation, identification & finalisation of the right vendor for DMS & SFA solutions
Preparing and submission of BRD requirements for DMS implementation
Shortlisting vendor for DMS implementation
UAT testing and pilot of DMS implementation & transition
Automation onboarding for DB’s transitioning into the new model
Indirect Field Force Management
3P headcount acceleration (planning, deployment & follow up with sales manager for deployment of resources)
Manage the entire indirect field force agenda
Channel Strategy
Identifying the right channel strategy – Pharma DB, OTC DB, Super Stockist model
Strategic planning for building alternate channels of distribution
Identifying white space opportunities in distribution
Integration of nutrition business with CHC
3. Sales Capability & Training
Build and deliver capability programs for frontline teams (SOs/ASMs) on detailing, call productivity, SFA usage, beat planning, distribution, and merchandising.
Conduct regular field coaching, joint working, and skill assessments with clear action plans.
Business Insights & Performance Management
Analyse secondary sales, coverage gaps, ND/WD, OSA, and beat productivity to recommend actions.
Partner with Sales Managers to drive data-led decisions and track capability → business impact.
Projects & Cross-functional Collaboration
Lead special projects (HQ Acceleration, coverage expansion, launches, visibility programs, learning sprints).
Collaborate with Sales, Marketing, Distribution team, finance team, HR, Revitalite on capability and execution initiatives.
Job Requirements
Educational Qualification & Experience
Graduate/MBA with 8-12 years of experience in FMCG/OTC sales or capability roles
Your Success Matters to Us
At Sun Pharma, your success and well-being are our top priorities! We provide robust benefits and opportunities to foster personal and professional growth. Join us at Sun Pharma, where every day is an opportunity to grow, collaborate, and make a lasting impact. Let’s create a brighter future together!
Disclaimer: The preceding job description has been designed to indicate the general nature and level of work performed by employee within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees as assigned to this job. Nothing herein shall preclude the employer from changing these duties from time to time and assigning comparable duties or other duties commensurate with the experience and background of incumbent(s).
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