Zonal Manager- Babycare (2nd Line)

Role & responsibilities

A zonal manager will report to a sales manager. He will function in:

• a supportive, advisory and supervisory role to the RMs & his team members.

The ZMs job functions are:

I Responsible for the achievement of a zones sales targets:

• To assist the sales manager in sales forecast for the zone by giving yearly projections based on the previous year’s sales and potential of the market.
• To support and guide the RMs in the preparation of the region-wise sales budget in accordance with Company’s objectives/guidelines.
• To monitor the zone’s achievement, vis-a-vis targets.
• To institute corrective actions, if the achievement does not match the Company’s objectives.
• To explore the possibilities of increasing the business of the Company by
• expanding the market share for the Company’s products in his zone.

II Responsible to be a vital member of the market intelligence system:

• By reflecting changing trends in customer needs.
• By providing feedback on the effectiveness of our product promotional strategies.
• By reporting competitors’ activities
• By highlighting general market trends and future potential.

III Joint work with MRs/PSOs:

• The ZM will visit the MR/PSO territories with specific objectives, which will be communicated by writing in advance to the MRs/PSOs/RMs.
• Is an opportunity to provide on the job training. The manager must coach & counsel

IV Promotional strategies & special campaigns:

• The ZM will motivate and guide the RMs to conduct special campaigns in their region.
• He will also liaise with H.O. for this purpose.
• The ZM will liaise with H.O. to support the RMs to conduct medical camps, seminars and academic sessions in their territories.

V To co-ordinate new product launch activities together with concerned field staff in his zone.

VI Stockists’ work

• To finalize the recommendations for the appointment of stockists.
• To ensure that the stockists place advance orders to the Company and promptly
• execute orders of wholesalers/retailers.
• To monitor secondary sales.
• To ensure prompt collection of dues from his zone.
• To do the necessary follow-up of outstandings, if any.
• To facilitate settlement of expiry/breakage claims with the distributor as well as H.O. in accordance with the Company’s norms.

VII Institutional business/bulk orders

• To assist the RMs to exploit business from the institutional sector.
• To assess the potential of the institutions in his zone together with the concerned
• RMs, and recommend/quote appropriate rate as per Company’s guidelines and liaise with ordering authority for procurement of orders.

VIII The ZM will monitor his team member’s job activities and discharge his administrative duties

• The ZM will submit the required reports such as weekly reports, tour programs of his team, activity reports, monthly feedback & expenses statement, stocks & sales statements, etc. to the H.O. on time.
• The ZM will analyze the expenses statement of the RMs to monitor compliance to the Company’s norms, rules & regulations and communicate non-compliance to the RMs and H.O. for corrections.
• The ZM will monitor the leave record of the RMs.

IX To review his performance both personal and zone, and submit all reports and

recommendations as required.

X In consultation with his SM/H.O. to recruit Trainee Medical Representatives and

impart training to them as required.

XI To participate in various projects as and when they come up.

XII Review his performance periodically as per guidelines both personal