Key Accountabilities

1. Strategic/ Policy & SOP

- To achieve his assigned Sales Target the incumbent has to Prepares the ZONE's targets for each of the key products, plans monthly sales targets and schedules sales for each member of his team of RSM & ASM so as to optimize the potential and field force productivity for each member of the team and for the Region as a whole.
- Coordinates the sales efforts of RSMs & ASMs In the ZONE, with the availability of products with the wholesalers and takes prompt action to fill gaps, if any
- Plans and organizes sates promotion campaigns, selecting a manageable number of pre-selected medical practitioners with high potential in the context of therapeutic requirement target for RSMs to make repeat calls or increase the frequency of calls and projecting specific sales message to motivate them to prescribe the company's products.
- Guides and assists the RSMs & ASMs in evolving and implementing sales strategy, selection of customers, profitable coverage of sale area, determining frequency of calls.
- Plans and develops suitable sales strategy, consultation with the RSM and accompanies the RSM/ASM/MR for making a call on medical practitioner, retailer or a hospital to demonstrate to him and help bulk, self-confidence and sharpen his skills.
- Guides and instructs RSMs & ASMs in compliance of promotional guidelines and adverse event reporting policies and procedures and as related to date expiry products.

1. Operational

- Keeps himself updated on the competitor's activities through personal visits to medical practitioners,



wholesalers and retailers and through systematic collection and analysis of data and statistics and information from RSMs & ASMs in the field.
- Makes personal visits to customers to build up effective relationship and face-to-face selling and promotion of sale.
- Reviews and assesses the effectiveness of sales campaigns end programs, takes corrective action and recommends improvement in sales planning, sales methods market coverage and sales administration.
- Keeps his managers informed as required by him on sales achieved, market conditions, competitors activities and the performance of his team members.
- Makes recommendations on sales strategy, operations and methods and reducing costs

1. People

- Demonstrate and promote Company's value system in all interactions. Set out targets and objectives jointly for key positions.
- Groom Direct/Indirect Reports to drive Sales Performance in accordance with the Policy/SOP frameworks
- Appraise performance on the achievement of targets against predefined objectives and recommends career progression decisions
- Actively focus on subordinate development through performance monitoring, periodical counseling, guiding and coaching.
- Approve leave, travel related allowances etc.,



of RSMs/ASMs/TSMs

1. Financial

- Ensure all product budgets
- Regulates the acceptance and execution of orders within the authorized limits and sees that the customer dues are collected in accordance with credit terms and outstanding are kept to the bare minimum.

1. Technology

- Use and ensures technology solutions especially E-Reporting (CBO) for enabling batter information availability.
- Use and ensure technology development for adoption in filed operation and training.

E. Performance Measures

Key Performance Indicators (KPI)

- Strict compliance of company POLICY and SOPs
- Achievement of ZONE sales targets based on Cost, Quality, Time and Service parameters.
- Field productivity and key activities index.
- People development & People Management.
- Training needs analysis/competencies development.
- Compliance with commercial norms.
- Compliance of self and RSMs switch SOPs relating to product promotion and adverse event reporting.
- Regions productivity norms.
- Account receivable norms.

Please note that only those candidates who are currently working as a Third line manager in a reputed Pharma company promoting Cardio Diabetic range of products need apply. Those of you whose profile matches the above mentioned description and would like to apply for this position, shall forward their updated resumes to [email protected] In case of a query, please feel free to speak to the undersigned:

Sudhir Vinayak,

Director, Pharma Placements Inc.

Mobile: 98202 34987

📌 Zonal Sales Manager - South Zone (Bengaluru)
🏢 Pharma Placements
📍 Bengaluru