Regional Sales Manager (South) Mp Biomedicals

3.0 - 8.0 years

9 - 12 Lacs

chennai

Remote

Regional Sales Manager - East / West / South Responsibilities/Duties 1. Achieving Sales Budget Deliver monthly, quarterly, and annual targets (revenue, margin, units) as per corporate guidance. Accurately forecast and monitor performance; implement course-corrections proactively. Escalate emerging shortfalls early and collaborate cross-functionally to sustain achievement. 2. Direct Key Account Management & Leadership Recruit, coach, and manage a team of Key Account Managers (KAMs) covering strategic accounts such as leading academic, research, institutional, and pharma customers. Co-create account plans with KAMs to drive upselling, cross-selling, customized solutions, and share-of-wallet growth Conduct periodic business reviews with KAMs and key customer stakeholders; act as escalation point for redressal and business resolution. 3. Distributor & Channel Leadership Oversee distributor selection, onboarding, enablement, and performance reviews for primary and secondary sales. Guide the field team in setting distributor-sales targets aligned to territory goals; drive pull-through by monitoring inventory, order fulfillment, and secondary replenishment. Expand the channel footprint through new distributor appointments, geographic expansion, and higher penetration across verticals. 4. Accounts Receivable & DSO Management Own regional AR performance: ensure timely collections, resolve disputes, and enforce credit policies. Coach KAMs and distributor-facing staff on collection best practices and escalation workflows. Maintain DSO within defined thresholds, track aging buckets, and overdue exposure. 5. Team Leadership & Cross-Functional Collaboration Lead and mentor both the direct KAM team and distributor-facing staff. Set performance goals and drive accountability. Conduct training on sales techniques, AR management, product knowledge, and CRM usage. Partner with marketing, product, finance, supply chain, and support functions to jointly deliver commercial and operational plans. 6. Market Intelligence & Strategic Planning Guide KAMs and sales team to conduct SWOT and competitor analysis at both account and territory levels. Formulate territory-wise sales and account plans; monitor and analyze pipeline, forecasts, and performance metrics. Requirements Education: B.Sc./M.Sc. in Life Sciences, Biotechnology, Biochemistry, Microbiology or similar; MBA preferred. Experience: At least 5 years in life sciences, diagnostics, instrumentation or pharma sales in India (MNC exposure preferred). Minimum 5 years managing distributor/channel sales, and at least 3 years leading the Key Account function. Proven record in AR follow-up and strong DSO discipline. Skills: Excellent command of English and regional Indian languages. Financial literacy: KPI analysis, forecasting, budgeting. Proficient in Salesforce or equivalent CRM, Excel, and PowerPoint. Strong leadership, negotiation, relationship-building, and coaching skills. High ethical standards and compliance mindset.

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