Regional Sales - FMCG/Telecom/Healthcare

1. Sales Turnover

a. Sell franchise products within a territory

b. Make significant contribution to the development of the region's business plan

c. Provide weekly and monthly sales action plan to manager, reflecting the activities required in each account to achieve sales objectives

d. Anticipate unfavourable variance in sales and provide inputs and follow-up actions to prevent/close the gap

e. Successfully negotiate and close complex deals.

f. Lead in organizing trade displays and Conferences when required.

2. Territory Management

a. Conduct SWOT analysis for the territory responsible

b. Develop/implement sales strategies and plans to achieve sales target

c. Set realistic, attainable sales objectives by account and product group, and by monthly, quarterly, and annual targets

d. In-depth understanding of customer needs to identify sales opportunities

e. Actively pursue tender/contract opportunities

f. Responsible for maintaining/gaining market share in the territories handled as per plans

g. Creatively plan for expansion of challenging territories and conversion of difficult accounts

h. Participate in developing promotional support materials for use during sales calls

i. Has broad understanding of internal organization resources, priorities, needs relating to the business operations and achievement of sales plan

j. Has detailed knowledge of sales process and expert selling skills to make effective sales call, to teach others, and to improve on current process

3. Professional Education and Customer relationship

a. Develop and maintain strong relationships with all levels of customers

b. Develop key opinion leaders in the region and make engagement plan with them.

c. Maintain optimum call cycles to build customer relationships.

d. Proactively identify Professional Education needs to develop the awareness level among customers

4. Product and Market knowledge

a. Expert knowledge of product's features, benefits, correct product application and usage, anatomy, physiology and medical procedure, knowledge, through practical experience, training programs, and learning from key end-users

b. Has thorough information on competitor's structure, culture, manpower, distribution, capabilities and weaknesses

c. Analyze market trends, identify threats and opportunities and recommend and implement strategies and
plans to address them

d. Share competitive information and suggestions for countering competitors with colleagues

e. Thorough knowledge of customer's support for competitive products and services and develop plans to differentiate /competitive offerings, to effectively influence customer preference to offerings

Top B-School pass out (Batch-2009-2010)