Zonal Sales Manager

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Role Clarity | Zonal Sales Manager

Reporting To:

Location:

Role Definition:

The Zonal Sales Manager is responsible for driving revenue, expanding channels (B2D, B2B, B2C, B2I), models (FOFO, HLM, SIS) and ensuring customer engagement in the assigned zone. This role requires strategic execution of business plans, customer relationship management, and team leadership to achieve business success and strengthen presence and brand credibility in the region.

Deliverables:

1. Targeted revenue and profitability goals for the zone
2. Expand business from models and channels (B2C, B2B, B2D, B2I, FOFO, HLM, SIS, etc.)
3. Develop strong customer relationships and increase retention
4. Build, lead, and mentor a high-performing and aligned sales team

Tasks and Activities

Regional Business Strategy Development:

• Conduct quarterly market research to gather insights on competitor offerings, customer needs, and industry trends. Summarize insights into actionable points during the quarterly review.
• Conduct weekly business review & analysis for revenue, channels, products, and per BDM productivity and implement actions based on insights. Lead weekly zonal review meetings to realign task with business outcomes
• Track zone-wise sales funnel by channel/ model (B2D/B2B/B2C/FOFO/HLM/SIS) and ensure action on conversion gaps

Prospecting & New Customer Acquisition:

• Partner with Central Marketing to source leads from defined channels (digital campaigns, etc.) and ensure timely follow-up
• Co-create and execute regional marketing initiatives (CMEs, health camps, local promotions) as per the zonal calendar
• Plan and run weekly field drives targeting all customer categories (B2D, B2B, FOFO, SIS, HLM, etc). Set daily lead-generation targets (e.g., 20 new leads/day) and review attainment in weekly sales reviews.
• Update every lead’s status and next-step activities in the Sales Module (LIMS) on a daily basis. Monitor pipeline metrics (lead count, conversion rate, etc.) to identify bottlenecks and coach BDMs
• Identify and map all potential prospects— Clinicians, hospitals, corporates, SIS partners, HLM, etc.—within the zone. Maintain and quarterly refresh each BDM’s MSL of high-potential targets.
• Conduct at least 6 meetings daily with identified potential customers and business-driving key customers (KOLs, A and B category customers). Use these meetings to uncover needs, position our service advantages to explore business relationships.
• Develop and deliver customized product/service pitches—highlighting UVPs—to each prospect. Draft and share formal proposals (pricing, SLAs, onboarding steps) aligned to customer requirements.
• Conduct conversion drives per BDM per week. Track every conversion in the Sales Module daily, and report weekly on closure rates
• Facilitate a seamless onboarding process with Operations—ensuring operations schedules, account setup, partner alignment.

Customer Retention and Relationship Management:

• Implement quarterly engagement plans for key customers (Clinicians, Corporate - KOLs, A category, etc.). Engage 30% of MSL through different engagement activities such as RTMs, CMEs, Doc Talk, etc. every quarter.
• Develop and execute customer retention strategies focused on delivering exceptional service along with Zonal Operations Manager. Achieve the customer feedback score of 4.8.
• Manage key customer (B2D and B2B) accounts of Franchise partners for business development. Conduct weekly connects with all Franchisee partners to address their business needs.

People Management:

• Set individual performance targets with each team member aligned with the zone’s objectives.
• Conduct daily huddles with the team to discuss ongoing activities and address any issues.
• Hold weekly meetings with the team to discuss sales performance indicators and lead measures.
• Conduct monthly 1:1 meetings with direct reportees to review progress on KPIs and plan the way ahead. Document and share feedback with each team member.
• Assess individual ASK (Attitude, Skills, Knowledge) on a quarterly basis and manage the learning of the team in collaboration with the HR team to enhance skills and drive career paths.
• Monthly recognize and reward high performance and initiate improvement plans where necessary. Achieve the People Score of 90.

Success Metrics:

• 100% of the quarterly revenue and profitability targets
• 100% targeted lead generation and 25% conversion of qualified leads (Channel & Models)
• 4.8 Customer Feedback Score
• 90 People Score

Job Requirements:

• Graduate in Science/Life Sciences; MBA in Sales & Marketing preferred.
• 8–12 years of experience in healthcare/diagnostics/pharma sales with 4+ years leading field teams.
• Strong expertise in channel sales (B2D, B2B, B2C, FOFO, HLM, SIS), customer engagement, and territory management.
• Skilled in sales planning, funnel management, CRM/LIMS usage, and high-impact clinician relationships.
• Excellent communication, negotiation, leadership, and data-driven decision-making skills.

Pay Scale:

Join our team and experience a workplace where you'll be supported, encouraged, and empowered to be your best self, both professionally and personally, as part of our ONE CARE culture.

Organization

Pathological and Diagnostic solutions

"20 Best Workplaces in Pharmaceuticals, Healthcare, and Biotech India 2024"

160+ collection centers

1500+ tests

✔ Clinical Pathology & Biochemistry

✔ Haematology

✔ Microbiology & Serology

✔ Histopathology

✔ Radiology

✔ Molecular Biology

With a strong emphasis on professionalism and accuracy, our tests are conducted in a professional environment by a team of highly skilled experts, ensuring precise and reliable results.

"Serves Best, Serves All,"

We are proud to cultivate a workplace that encourages continuous learning, collaboration, and growth. Our core values form the foundation of our work culture:

Customer First

Accountability

Respect & Trust

Excellence

For over 34+ years, these values have guided us to always put our patients first, earning us immense trust and satisfaction from our customers.

As we move forward, Dr. B. Lal Clinical Laboratory remains committed to pushing the boundaries of innovation, enhancing our services, and setting new benchmarks in pathology and healthcare. With advanced technology, a dedicated team, and a patient-centric approach, we continue to build a healthier and better future for all.

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