JOB DESCRIPTION
Role: Zonal Sales Manager
Department: Consumer Personal Care Reporting to: GM - Expert Channel Role Objective:
Oversee the implementation of sales strategies to achieve and exceed sales targets in the assigned zone. Foster a positive organisational image among customers and within the industry while driving team performance. KEY RESPONSIBILITIES
• Build Sales and brand at Hospitals and Nursing Homes in assigned Zone. • Achieve Annual Sales targets keeping trade budgets under control. • Responsible for a team of Distributors, DSR and Junior Sales Officer (If Any). • Responsible for Connect with Hospitals and Nursing Homes and their Conversion in assigned Zone. • Face of Front-Line team for the Division, Distributor & Stockist. • To achieve volume and value objectives of the assigned zone within budget, time and policy parameters through efficient control of the network under charge. • Executing the agreed strategic alliances with Hospitals and Nursing Homes along with their attached/Inhouse HCPs. • Timely implementation and follow-ups for monthly activity/promotions specific to Hospitals. • Liaisoning and Building relationship with Promoters/Purchase Team of Hospitals and Nursing Homes. • Building Relationship and Stock maintenance at Pharmacy and Out Pharmacy of the hospitals. • Liaoning with Merchandising team for branding activities Hospital if Required. • Operating all Schemes & Promotional Activities (Marketing & Sales) as per prior approvals and discussed during the monthly review meetings. • Directing the Area Sales Manager for Sales forecasting - Brand and SKU wise while looking at the Market Potential. Key Skills:
• Strong communication & negotiation skills and with an approach of leading. • Should have experience of handling a large team. • Should have ability to communicate with Hospital and HCP and convert them. • Should be open for traveling and should have good networking presentation and team management skills.
People and Culture
• Promote and embody the USV Credo. • Cultivate a positive and inclusive team culture that encourages collaboration and transparent communication. • Guide the development of the function's workforce and recruitment plans. • Foster a culture of meritocracy through periodic performance reviews of direct and indirect reportees, providing constructive feedback and recognition. • Oversee regular training to ensure the team has the latest knowledge and skills to excel and drive the organisation forward. STAKEHOLDER INTERACTION Internal Interaction:
General Trade Head, Zonal Sales Manager, Area Sales Manager, Business Head, Marketing Team. Nature of Interaction:
Effective communication in connection with instructions, requests or normal work tasks, motivating the team, handling escalations. External Interaction:
Customers, CFAs, Stockist, Retail Stores, Channel Partners. Nature of Interaction:
Basic explanation of products or services to customers or clients and communication around escalated or difficult queries with customers or clients. JOB REQUIREMENTS
Qualified Experience and Relevant Skills • Minimum of 10-12 years of overall Pharma Sales experience with at least 5-8 years in Hospital Sales. • Must possess relevant functional and process knowledge, including expertise in regulatory aspects and the use of tools like ICEF, along with a keen awareness of advancements in their area of work. • Must demonstrate strong leadership, strategic planning, and decision-making skills with a proven track record in leading sales teams and achieving targets. Academic Qualifications & Certifications Educational Qualification:
Bachelor's Degree in Business, Marketing or a related field. Behavioural Competency • Achievement Orientation (5) • Problem Solving and Decision Making (4) • Integrity and Process Compliance (5) • Effective Communication (5) • Customer Orientation (4) • Team Management (4) • Collaboration (3) • Strategic Orientation (3) • Planning and Execution (4)