GT Channel Head – Trade Sales

Key Responsibilities

1. Channel Strategy & Business Growth

• Develop and implement channel-specific sales strategies aligned with overall business objectives
• Identify growth opportunities across general trade, hospital channel, and pharmacy chains
• Drive market share expansion and product penetration within assigned territories
• Monitor competitive landscape and adjust strategies accordingly

2. Distributor & Trade Partner Management

• Appoint, manage, and evaluate distributors and trade partners
• Ensure effective distribution coverage and stock availability across all territories
• Establish performance targets and KPIs for distributors
• Strengthening long-term relationships with key trade stakeholders

3. Sales Planning & Execution

• Develop annual and quarterly sales plans, forecasts, and budgets
• Drive achievement of sales targets and revenue goals
• Track and analyze sales performance and take corrective actions where necessary
• Ensure efficient order fulfillment and supply chain coordination

4. Trade Strategy, Pricing & Promotions

• Define and implement channel pricing strategy and guardrails, especially vs generics
• Optimize trade spend allocation based on ROI and strategic brand priorities
• Design and execute trade promotions, incentive programs, and push strategies
• Partner with Marketing for successful product launches and campaign execution
• Ensure strong in-store visibility, merchandising, and execution standards

5. Team Leadership & Capability Building

• Lead, coach, and develop the trade sales team (KAMs and other related headcount within GT)
• Set clear performance objectives and conduct regular reviews
• Build a high-performing, results-driven team culture
• Provide training on product knowledge, selling skills, and compliance

6. Compliance & Regulatory Adherence

• Ensure adherence to pharmaceutical industry regulations, ethical standards, and company policies
• Maintain compliance with pricing, distribution, and promotional guidelines
• Monitor and manage risks related to trade practices

7. Data Analysis & Reporting

• Analyze sales data, distributor performance, and market trends
• Generate insights and recommend data-driven decisions
• Prepare regular reports for senior leadership (sales performance, channel health, pipeline forecasts)

Key Performance Indicators (KPIs)

• Sales revenue and growth vs. target
• Market share within assigned channels
• Distributor performance and coverage
• Product availability and stock levels
• ROI on trade promotions
• Team performance and productivity
• Service Level
• Trade Returns
• Channel P&L

Qualifications & Experience

• Bachelor’s degree in business, Pharmacy, Marketing, or related field (MBA preferred)
• 10–15+ years of experience in pharmaceutical sales, with at least 5 years in a leadership role
• Strong experience in trade sales, channel management, and distributor handling
• Proven track record of achieving sales targets and driving business growth

Skills & Competencies

• Strategic thinking and business acumen
• Strong leadership and people management skills
• Excellent negotiation and relationship-building abilities
• Analytical and data-driven decision-making
• Knowledge of pharmaceutical industry practices and regulations
• Effective communication and stakeholder management