Job Description

Title: Regional Sales Manager

Reports To: Head of Sales

Budget:

Location: Assigned Region - e.g., North / South / East / West India

Scope:

This role covers:

- Regional sales operations and revenue generation

- Distributor and channel partner management

- Institutional and hospital sales

- Sales team supervision within the region

Key Responsibilities:

- Execute regional sales strategies and achieve monthly/quarterly/annual targets

- Monitor market trends and competitor activities

- Manage and evaluate distributors/channel partners; ensure compliance and optimize network

- Build and maintain relationships with hospitals, clinics, and key accounts

- Lead and manage sales team (ASM/Executives); set targets and drive performance

- Conduct field visits, training, and coaching

- Prepare sales forecasts, track pipeline, and support strategic planning

- Ensure compliance with ethical sales practices, tenders, and ISO standards

- Maintain sales reports, MIS, and documentation

- Identify new business opportunities and drive market expansion

- Support product launches and promotional initiatives

Key Result Areas (KRAs) & Key Performance Indicators (KPIs):

KRA KPI:

- Sales Execution :

Achievement of monthly, quarterly & annual sales targets (%)

- Revenue growth vs plan

- Market share growth in region

Distributor & Channel Management :

- Number of active distributors

- Distributor performance (sales contribution %)

- Channel coverage & expansion

- Compliance adherence score

Customer Relationship Management :

- Key account retention rate

- Customer satisfaction score (CSAT)

- Number of key accounts managed

- Repeat business ratio

Team Management :

- Team target achievement (%)

- Productivity per sales executive

- Attrition rate

- Number of field visits & coaching sessions conducted

Sales Planning & Forecasting :

- Forecast accuracy (%)

- Pipeline conversion rate (%)

- Demand planning variance

Compliance & Ethical Sales :

- Adherence to compliance standards

- Number of audit deviations

- Tender participation & success rate

Reporting & Documentation :

- Timely submission of MIS reports (%)

- Accuracy of reporting

- CRM/data update compliance

Market Development :

- Number of new accounts acquired

- New territory penetration

- Revenue from new business (%)

- Product launch success metrics

Qualifications & Experience:

- Bachelor's degree in Business, Marketing, Life Sciences, or related field (MBA preferred)

- 5-10 years of sales experience, with at least 2-4 years in a managerial role

- Experience in medical devices, pharmaceuticals, or healthcare sector preferred