NATIONAL SALES MANAGER / ZONAL SALES MANAGER : JOB DESCRIPTION
Job Description :-
He will be heading the sales function and play the role of a catalyst and galvanize /build a team of RMs /ABMs and strong field force to achieve the sales targets and growth objectives of the Business . He has to be highly motivated individual with a entrepreneurial drive to excel and accustomed to working in a highly competitive environment and exposed to both medical and consumer business
The business being in a nascent and evolving stage, he would be instrumental in assisting the BU Head in setting performance /hygiene standards and benchmarks, a healthy work culture in the team – essential to achieve the ambitious growth objectives of the business
o Setting of targets on a yearly, quarterly and monthly basis
o Achievement of primary and secondary sales targets and growth objectives
o Ensure efficient execution of demand generation programmes to increase Rx and consumer base and maximize per capita
o Ensure high level of customer satisfaction through appropriate allocation of territories and monitoring staffs activity reports and strategic contact with key customers
o Manpower deployment to optimize returns from each territory – weeding out/reconfiguring territories as per changing business needs; devising customer coverage policy.
o Develop and maintain customer contacts with opinion leaders and identify opportunities and changing trends in sales management.
o Develop and maintain rapport with Trade Association.
o Monitor and implement activities critical to business needs. Viz. Customer Coverage, Doctor Meetings, Opinion Leader Contacts, Patient Programmes, Cycle Meetings, etc.
o Collections/Management of accounts receivables
o Management of promotional budgets and costs
o Forecasting accuracy for Sales and Inventory planning/control
o Ensure implementation of Medical norms and standards set – thru appropriate retail execution strategies
o Control attrition and build a motivated, and committed sales team thru a culture of achievement orientation, recognition and reward
o Implementation of CRM engagement plans in conjunction with marketing and medical affairs team
o Will need to work in tandem with the Trade team in driving combined targets and implementing merchandising initiatives
o Should be a peoples person with Strong team building/ nurturing and mentoring capabilities
o Enthusiastic with strong interpersonal and communication skills and a high achievement orientation
o Strong commercial acumen and understanding of the commercial/ trade practices in a medical /consumer /retail environment
o Should be a BSC and business school graduate with 10-15 years of experience and a proven track record in sales with a stint as NSM ( ideally) and/or as ZSM in at least two zones ( age 35-40)
o Should have track record of growing the organisation.
o Exposure to having worked in a business involving both Rx and OTC products and in a retail driven trade environment would be a added advantage
Location : The candidate is to be based out of Delhi
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