Alcon - Area Manager - Sales - Surgical

Job Title : Area Manager (Sales) - Surgical

Job Grade : M2 (GJFA Band - 5)

Department : DS Surgical

Reports to (Name & Job Title) : Zonal Sales Manager

Job Purpose (State in one sentence the overall objective of the job) :

- Manage, lead, coordinate and control activities of assigned area sales team.

- Achieve annual and long term sales and market share objectives of surgical business line under his/ her responsibility within an assigned expense budget.

- Responsible for preparation of annual and monthly Sales Plan, implementation of the Marketing Plan for surgical line and supporting objectives and programs related to Sales, such as coverage, targeting, distribution, area sales target setting, scientific and promotional events.

Major Accountabilities (Describe the main results of the job to be achieved ) :

- Manage and achieve sales goals for assigned Area/s.

- Responsible to develop and implement an adequate sales and promotional strategy that increases Alcon market share in units and values in the market in synergy with Marketing, other business and support units of the company within the assigned geographical market.

- Attainment of Sales volume / mix objectives and improvement of sales mix.

- Provide quality service to internal and external customers in all assigned tasks, while upholding organizational Values at all times

- Responsible to develop and implement adequate sales and promotional strategy that increases Alcon market share in units and values in collaboration with Marketing & support functions.

- Feed back to Zonal Sales Managers and Brand Manager on market and competition activities.

- Development and implementation of promotional and sales call frequency based on efficiency tools to maximize the impact of the sales force deployment (i.e. Customer ABC analysis, territory administration, routing, etc.)

- Sound management of Sales Terms, Distribution Channels and Policies and Commercial Policies.

- Negotiate, monitor and report EFA compliance /set standards

- Efficient, timely and accurate reporting of Sales activities, results, opportunities & threats to Zonal Sales Manager.

- Monitor, control and ensure accounts receivables

- Coordination and work with ZSM/SCM team for inventory related matters.

- Recruitment of TSE/Sr TSE for efficient area coverage.

- On job coaching, field visits, timely FVRs, and other talent development initiatives to coach and develop talent resources.

- Responsible for adverse event and product complaint handling related activities at a local level including the collection, intake and forwarding the information to the Local Vigilance Representative).

- Adherence to all corporate compliance guidelines & corporate programs by self and team

- Keep Zonal Manager updated on important issues and developments in the market.

Role Dimensions :

Number of associates : 6-8

Revenue responsibility : For Sales growth, Operational & marketing expense

Key Performance Indicators (Indicate how performance will be measured: indicators, activities- ) :

Financial & Business results :

- Total value targets/achievement

- Growth targets/achievement

- Key products value /growth target achievement

- Operational and promotional expenses

- Outstanding from distributors/CFA as per agreed per norms

- DSO

- MIS

- India Marketing Programs, Strategies & Tactics implemented, monitored and managed.

- Planned SoV activities.

- Market Share

CRM implementation : Salsa reporting, - activity management- (planned versus actual). Coverage/frequency/POA grid adherence planned vs. achieved on the ACE dashboard besides regular and consistent reporting.

- No. of field days - or = 15, Minimum expected calls 45 & Minimum avg /TSE/ Month -3 days.

- TMS completion of all DRs

Components :

Education :

- University Graduate/Post Graduate in Science, Pharmacy, Engineering.

- Complete command of English with excellent spoken, reading and writing skills.

- Knowledge of major regional language is an added advantage

Experience requirement :

8 - 13 Years of experience Required

Specific Professional Competencies : Indicate any other soft/technical/professional knowledge and skills requirements :

- Business Acumen

- Customer Focus

- Developing Direct Reports and Others

- Drive for results

- Managerial Courage

- Process Management

- Negotiating

- Functional/ technical skills

- Ethics And Values

- Integrity And Trust