Zonal Head

Major Purpose of the Job : (Exactly spell out key deliveries/results expected from this job):
The jobholder shall be responsible for cascading the direction of SBU Head /HOD and providing appropriate leadership and direction to the field force in ensuring achievement of budgeted sales targets, implementation of marketing strategies, KOL strategies, pre-determined Dr call average, market penetration and MCR coverage by the field force. The jobholder along with HOD will devise action plans to improve the productivity and performance of each Field Staff through internal / external benchmarkingPrincipal Tasks & Responsibilities: (Please write all the major jobs that the employee is required to carry out)Achievement of Budgeted TargetsAchieve the budgeted sales targets and brand wise sales targets and growth targets for the respective geographical region in line with the divisional objectivesAchieve sales target with profit as budgetedAchieve product mix as budgeted and market share as applicable to the therapyPrepare Sales Plans, Forecast Plans and achieve weekly and monthly sales targetsEffective Intervention in low performance territories, low YPM territories through focused efforts (joint field work) of self and respective line managersEnsure Business Hygiene parameters: Reduction of Expiries / Breakages, Nil Sales Return & Nil Cheque Bounce, Liquidation of stocks more than 90 days at C&F locationsAdherence to policies and implementation of activities as per company SOPsEnsure sales forecast and collection

• Team Building / Leadership & Direction
  

Address the competence and discipline requirements of field officers and managers through training, coaching & counseling
Field induction and training, coaching, and mentoring of reporteesSupport HOD in acting as an integrating mechanism between Marketing and Sales Teams and thereby ensuring proper team work and productivitySupport the HOD and Orgn in achieving 100% deployment of field staff, improving retention of team members through effectively cascading inter departmental initiativesSupport the Orgn in developing people and readying them for meeting Internal Promotion requirementsEffective ImplementationEnsure achievement of Key Performance Indicators like Dr. Call Average, MCR coverage, KOL coverage, YPM Parameter etc of each field officer and each line managerImplementation of company strategiesStudy competition strategy and use it to tackle sales challengesEnsure effective implementation of marketing strategies and / or programs by the field force in the regionProvide objective customer feedback on Marketing programs to HOD and PMT by gathering information from field and through self observation during field workCustomer Management / KOL ManagementCascade and implement the KOL strategyImprove ROI from KOLs through ensuring periodical visits by self and teamProduct Management / DevelopmentDevelopment of 2nd line brands into large contributors with economies of scale and high Market ShareSuccessful launch and establishment of new products by the field forceBe the ambassador for the company and set high levels of standards and professionalism