Zonal Sales Manager

Reporting to Business Manager/Regional Manager

Qualification : BSc/Msc./B. Phar, MBA preference

Experience : Field sales management experience 5-7 years

Position Summary

• To support the embecta Business in identifying market opportunities and assisting and supervising Area Sales Managers – embecta & Sales officers
• Scan environment for new opportunities and markets, identify opportunities in existing markets by evaluating risks, formulate action plans, implement and monitor their effective deployment in order to increase organizational productivity and to continuously strive for achievement of stretch embecta targets.

Principal Accountabilities

Implement strategy for new (and existing) market and business opportunities:

• To undertake initiatives and timely action to further strengthen the distribution and sales network of the organization.
• Develop, sustain, and manage a strong distribution system across the region.
• Establishing effective sales forecasting system for each product line in place.
• Implement marketing strategy for each product line.
• The position is responsible for identifying new business opportunities and markets with better realization and revenue scope.
• Manage, assist and support ASM-embecta to achieve budgeted sales targets for each product line monthly.
• Aggressively develop and build sales team to successfully execute sales strategy of the embecta business.
• To provide inputs to Business Manager and management about ‘go to market’ approach; provide inputs for developing sales and marketing strategy for each product line
• Increase cash flow by actively identifying areas that require strengthening or corrective action.
• Analysis of competitor activity and provide feedback on the product quality.
• Adherence to the commercial guidelines and reporting guidelines as prescribed by the Company.
• Addressing all the relevant issues related to Distributors.
• Ensure price implementation at all levels and strive for price stability.

Monitor and Report

• Monitor and supervise all activities of ASM - embecta (e.g. ensure orders are delivered on time etc); ensure timely reporting of sales figures, target achievement and other related MIS (e.g. inventory sales orders, customer database, must-call list status etc)
• Constantly review current business performance and other metrics; report deviations / discrepancies to Business Manager
• Monitor adherence to commercial guidelines and reporting guidelines as prescribed by the company – report discrepancies if any to relevant authority.
• Continuously track competitor activity and actively scan the industry environment for developing trends and practices.
• Responsible for tracking of customer feedback on product quality and escalating product issues to appropriate authority within the organization

Liaise

• Liaise internally (e.g. with supply chain) to get the required resources and optimize their utilization in order to ensure that the organization meets all its set targets
• Liaise externally and build relevant and productive relationships in the market.

People Management

• Facilitate change management within the organization - develop competencies of ASM’s to continuously track external environment and find innovative ways to grow the market.
• Responsible for communicating with team and ensuring that the organizational goals are well understood.
• Help Business Manager attract, train and retain talent in own region; ensure high motivation and enthusiasm level of team members.
• Ensure objective performance evaluation and management of team; establish a culture of constructive feedback and continuous improvement thereby developing and leading a group of energized and aggressive sales professionals.

Critical Challenges

• To utilize people management skills and keep sales force motivated to perform as per the prescribed productivity norms.
• To consistently meet and achieve sales targets by effectively channelizing and utilizing the effort of his team.

Unique Knowledge & Skills

• Negotiation skills
• Analytical problem solving
• Leverages business awareness
• Executive maturity
• Product knowledge
• Influencing skills

SUCCESS FACTORS

• Customer focus
• Action orientation
• Result orientation
• Building team spirit
• Managing vision and purpose