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 zone’s 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 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 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 the our product promotional
strategies.
By reporting competitors’ activities
By highlighting general market trends and future potential.
III Review the RMs sales performance and to assist the RM in reviewing his performance:
To understand the RMs behavior, influence their attitudes positively, motivate, provide guidance and knowledge for meeting challenges in the market.
To support the RMs 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 pro