I Responsible for the achievement of a region's sales targets:
To assist the zonal manager in sales forecast for the region by giving yearly projections based on the previous year’s sales and potential of the market.
To provide the H.O. with a three month rolling forecast on a monthly basis
(unit-wise and product/pack-wise).
To support and guide the MRs & PSOs in the preparation of the territory-wise sales budget in accordance with Company’s objectives/guidelines.
To monitor the region'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 region.
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 the product promotional
strategies.
By reporting competitors’ activities
By highlighting general market trends and future potential.
III Review the MRs sales performance and to assist the PSOs in reviewing their performance:
To understand the MRs & PSOs behavior, influence their attitudes positively, motivate, provide guidance and knowledge for meeting challenges in the market.
To support the MRs & PSOs to develop themselves as potential candidates for their growth opportunities, and to recommend and organize their training needs.
Responsibilities
IV Responsible to be in direct contact with selected customers exclusively seen by him (doctors, chemists, institutions, etc.) with the objective:
To obtain hands-on experience and also to assess the effectiveness of the
Company’s strategies.
To collect and analyze market information as inputs for developing product
promotional strategies.
To exploit potential business.
To establish the Company’s image.
Note: The RM to select the customers in his region in consensus with his t