Area Sales Manager - Diabetes Care Division - Diagnostics Firm

We have an urgent opening with our client which is leading Diagnostics Company's Diabetes Care Division.

Position Title: Area Sales Manager - Diabetes Care Division

Division / Department: Diabetes Care

Reporting to: Regional Manager/ Deputy Regional Manager

Area responsible for: Regional

Location: Patna

Functional Area: Sales

Role and Responsibilities :

Planning :

- Evaluate the market environment & estimate the Demand of Specific Products on a yearly basis

- Prepare a business plan for the area on a yearly basis & implement as per approval of RSM

- Prepare monthly sales plan & estimate the inventory requirement at C & F level

- Prepare the sales promotion plan through field activation programs, in shop activities etc.

- Review sales & provide rolling forecast every month

Sales Promotion :

- Communicate the sales promotion plan to sales executives and territory managers in each territory and supervise the execution of the same

- Make a proper record of all the sales promotion activities and their expenses along with the sales generate from the promotions (with feedback on efficacy of the various campaigns)

Sales :

- Ensure execution of Territory Wise, Monthly Achievement of Sales Plan

- Design and Implementation of Sales Schemes in consultation with the RSM and distributors

- Facilitate Coordination between Sales Team, Distributors/C&F/Retailers/Chemists/Hospitals to achieve Sales Targets

Distribution Management :

- Monitor Distributor Performance

- Review existing distribution network & on a need base propose appointment of New Distributors

- Propose termination of Non Performing Distributors

- Motivate the distributors & dealers with regular communication by phone, letter or visiting them

- Sort out their issues & concerns regarding accounts, price, competition, demand generation & scheme

Collection of Payment :

- Ensure execution of Territory Wise, Monthly collection

- Facilitate Coordination between Sales Team, Distributors/ and C&F to achieve Collection Targets by continuous follow ups

People Management :

- Ensure Monthly Review of Sales and Collection Performance vis a vis Targets and initiate corrective actions, guidance to team members in case of deviation

- Ensure availability of resources for sales team

- Responsible for Safe Custody and Maintenance of all Company Assets in the Area

- Reporting Authority and Team Leader for entire Area Sales Team

- Ensure HR activities in the Area including Appraisals, Development Recommendations and Discipline

- Execute Area Manpower Plan and allocation in accordance with the budget approvals

- Monitor all expenses at the Area Level pertaining to sales team

- Act as a bridge between Management Expectations and field force needs

- Help/Guide team members to perform their role effectively

Others :

- Address all the complaints / suggestions received from the distributors /dealers/retailers/chemists/customers

- Ensure all government approvals and coordinate with the C & F's and RSM for running the business in the Region

Monitor all activities pertaining to competition in the Region and report the same to RSM on a regular basis.

Education & Education : Minimum Graduate with MBA in Sales & Marketing

Experience :

Minimum : 5-6 years post qualification experience in Sales & Marketing, in FMCG /OTC sector.

Preferred : Should have hands on experience of execution of Product Promotion Strategies, In Shop Activities, Field Activities, Dealing with retail shops, Chemists, Hospitals, distributors, C&F Agents.

Should have managed a team 3-4 sales persons

Teamwork and Collaboration

Competency Description :

Teamwork and CollaborationTeam Building

Achieving ResultsDrive for Results

Initiative

Planning & Prioritizing

Feedback and CoachingCoaching & Development

Direct Reportees: Territory Manager and Sales Executives

Ananya Kunte
Sr Consultant
Vitasta Consulting Pvt Ltd