JOB DESCRIPTION:

Job Description

Role Title: Channel/Trade/Customer Marketing Manager

Overview of the Role

Team supervision, KPI compliance, Channel Program delivery, distributor & Chemist promotion & coordination

The Business Development & Execution Manager plays a pivotal role in ensuring timely and effective implementation of the Rx-Cx channel strategy for OTX and OTC brands. This role bridges strategic planning and on-ground execution by closely coordinating with the 3P execution partner, including their Project Manager, SLMs, FLMs, and TREs. While 3P Execution Partner is accountable for execution, this role ensures proactive supervision, tracking, and performance governance to avoid gaps, delays, or failures in execution delivery.

This role is critical in driving distributor and chemist engagement, ensuring compliance to KPIs, execution of brand activations, POSM deployment, and territory performance tracking. It also facilitates real-time alignment between the Brand Objective and field dynamics and supports corrective action planning where necessary.

Key Responsibilities

Execution Monitoring & Field Coordination

• Act as the company-side liaison for day-to-day coordination with 3P Execution Partner, field teams—Project Manager, SLMs, FLMs, and TREs.
• Monitor the execution status of all brand programs, ensuring timely rollout, campaign compliance, and POSM deployment.
• Own a daily/weekly execution health tracker to track status across zones, brands, and activities.

Sales Execution & KPI Compliance

• Drive performance of secondary sales and ensure adherence to brand KPI targets across zones.
• Supervise field productivity metrics—chemist calls, beat adherence, scheme deployment, and trade communication.
• Flag execution lags early and follow up with PM and regional SLMs & FLMs for resolution.

Chemist & Distributor Engagement

• Ensure smooth implementation of chemist advocacy, visibility, and sampling programs.
• Coordinate with distributors through filed team for stock availability, fulfillment tracking, and scheme alignment.

Field Intelligence & Feedback Loop

• Conduct regular joint field visits to gather market insights, assess merchandising quality, and validate TRE activities.
• Capture real-time feedback from SLMs/FLMs and relay back to brand and strategy teams for adjustments.

Program Delivery & Reporting

• Manage execution dashboards, escalation logs, and delivery timelines for all Rx-Cx initiatives.
• Submit weekly updates to the Management and collaborate on mid-course corrections.
• Track POSM dispatch and utilization reports in coordination with logistics/commercial.
• Ensure Correct, timely publishing of KPI trackers and report.

Critical Success Factors:

• Monthly Secondary Sales Target & KPI Execution delivery.
• Zero surprise execution gaps: pre-emptive alerts and escalations.
• Real-time tracking of campaign delivery with visibility across all brands and geographies.
• Seamless communication bridge between internal brand teams and 3P execution network.

Preferred Qualifications

10 –15 years of experience in trade/channel execution, field sales, or program delivery.

Must have prior experience of handling Regional or National Sales role. 

National or regional customer marketing role coordinating with outsourced field agencies or execution partners preferred.

Strong knowledge of pharma retail or FMCG/OTC trade structures preferred.

     

The base pay for this position is

N/A

In specific locations, the pay range may vary from the range posted.

     

JOB FAMILY:

Product Management

     

DIVISION:

EPD Established Pharma

        

LOCATION:

India > Mumbai : BKC Building

     

ADDITIONAL LOCATIONS:

     

WORK SHIFT:

Standard

     

TRAVEL:

Not specified

     

MEDICAL SURVEILLANCE:

Not Applicable

     

SIGNIFICANT WORK ACTIVITIES:

Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day)