Website:
aoraindiapl.com
Job details:
ROLE PURPOSE
To build and scale Aora India’s offline Nutraceutical business across India and integrate offline market development with e-commerce growth. This is a market-building role, not a conventional pharma sales-administration position — developing productive territories, distributors, stockists, pharmacies and professional engagement, while creating measurable offline-to-online consumer acquisition. Portfolio: nutraceutical / dietary-supplement products sold through chemists, pharmacies, modern trade and e-commerce. This is a senior commercial role (sales, distribution and channel P&L) — not a nutritionist, dietitian or product-formulation role.
KEY RESPONSIBILITIES
• Market Strategy: Develop a phased All-India Nutraceutical market-development strategy, prioritising high-potential states, cities and territories.
• Professional Engagement: Build structured, compliant doctor/HCP engagement and product-education programmes within applicable regulatory and ethical norms.
• Outlet Development: Develop pharmacies, dispensing outlets and OTC/health retailers for availability, visibility, sell-through and repeat orders.
• Distribution: Identify, evaluate and appoint authorised distributors/stockists, driving secondary sales, reorder frequency, stock rotation and collections — not merely primary billing.
• Field Force: Build and manage territory sales resources on retainership with measurable targets, reporting and field-productivity standards.
• Consumer Activation: Run cost-effective activation and product-trial initiatives with measurable acquisition and sales conversion.
• Omnichannel Integration: Link offline activity to Amazon, Flipkart, Tata 1mg, D2C and other digital channels through QR/product discovery, traffic generation, repeat purchase and CRM to work with e-commerce Team
• Market Intelligence: Track competitor products, formulations, pricing, discounts, trade margins, consumer/professional feedback and digital positioning.
• Commercial Discipline: Ensure controlled inventory, secondary-sales focus, marketing ROI, CAC and territory profitability.
KEY PERFORMANCE INDICATORS
Secondary Sales | Active/Productive Distributors | Distributor Reorders | Productive Outlets | Sales per Outlet | Stock Rotation | New Customer Acquisition | Repeat Purchase | Offline-to-Online Conversion | CAC | Marketing ROI | Territory Contribution | Sales & Contribution Growth
CANDIDATE PROFILE
• 8–15 years’ sales and distribution experience in Nutraceuticals / OTC / Consumer Healthcare, or Pharma trade sales with meaningful Nutraceutical exposure — typically currently ZSM / RSM / National Sales Manager / Business Head.
• Proven distributor/stockist development, pharmacy/retail channel, field sales and territory-development experience.
• Strong preference for hands-on Nutraceutical market-building and new-product-launch experience.
• Understanding of offline distribution and e-commerce/D2C consumer journeys; entrepreneurial, data-oriented, strong negotiator and team-builder, comfortable building markets without established infrastructure.
• Evidence required: Specific Nutraceutical brands, territories or distributor networks built from launch, with secondary-sales, repeat-purchase and online-conversion outcomes.
• Education: MBA / PG in Marketing or Sales preferred; B.Pharm / B.Sc. acceptable with a strong commercial sales track record.
THIS ROLE IS NOT SUITED TO
• Nutritionists, dietitians, clinical-nutrition, diet-counselling, food-technology/R&D or wellness-coaching profiles without direct sales and distributor-management responsibility.
• Profiles limited to Rx-detailing or managing an established pharma field force and existing distributor network.
• Experience measured mainly on primary billing or target-push, without accountability for secondary sales, stock rotation and collections.
• Candidates with no exposure to consumer activation, e-commerce marketplaces or D2C consumer journeys.
COMPENSATION & SELECTION
Compensation: Competitive fixed pay plus performance-linked incentive, commensurate with experience and demonstrated market-building capability.
Selection: Shortlisted candidates will present a 90/180-day market-entry case study covering priority states, distributor appointment, outlet development, professional engagement, consumer acquisition, secondary sales and offline-to-e-commerce integration. The final offer is subject to satisfactory employment and reference verification.
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