Cadila Pharma

1. Strategic Territory Management
•	Network Expansion: Identify and appoint new stockists to fill white spaces in the territory while ensuring the financial health of existing distributors.
•	Push-Pull Optimization: Design and monitor localized trade schemes that incentivize stockists (Push) while ensuring Retail Officers drive secondary sales at the chemist level (Pull).
•	P&L Responsibility: Manage the area budget, ensuring sales targets are met within the approved marketing and discounting spends.
2. Team Leadership & Execution
•	Performance Management: Drive the daily productivity of Retail Officers, ensuring they meet their chemist call averages and order booking targets.
•	On-the-field Coaching: Spend 60–70% of the time in the field (Joint Field Work) to train Retail Officers on negotiation and "share of shelf" tactics.
•	Hiring & Compliance: Lead the recruitment of Retail Officers, strictly adhering to the corporate directive of prioritizing fresher talent and ensuring lateral hires are sourced only from Top 15 companies within the ₹3.00 LPA threshold.
3. Commercial & Regulatory Oversight
•	Receivables Management: Take ultimate accountability for the timely collection of payments from stockists and minimizing market outstanding.
•	Inventory Control: Monitor stock aging at the distributor point to prevent expiries and ensure "First-In-First-Out" (FIFO) movement.
•	Market Intelligence: Analyze competitor trade margins and "bonus" offers to provide real-time feedback to the Head Office for strategy pivots.

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