Zonal Sales Manager - Cardio Diabetic Segment - Pharma

Zonal Sales Manager (French Pharma Company)

Over 10 years of experience in the pharmaceutical industry in Sales in multi-national pharmaceutical companies. Experience of Cardio-diabetic segment and man management essential.

1. Sales :

To ensure the zonal sales objective is achieved as per business policy.

a. To ensure that each Region /HQs develop and achieves its sales objectives.

b. To identify the poorly performing territory and put some business improvement plan.

c. To ensure that each region grows in tertiary sales /trade sales as per company's expectations.

d. To ensure ROI of each project.

2. Activity :

To ensure that the zone and each region achieve the target set for activity like:

a. Call average.

b. Chemist average.

c. Coverage of DML and category.

d. Frequency of Dr. visit is achieved.

3. People development :

a. Each RM should be coached every month for their development .

b. Each RM should be trained how to handle difficult situation involving distributors, medical representatives, doctors, etc.

c. He should ensure retention of his high performers from his team.

d. He should be proactive in having a list of candidates to fill up vacancies immediately in case of any vacancy.

e. Should conduct interviews and propose best candidates to the company.

f. Should identify the best 10% candidates for retention and bottom 5% for PAP.

g. Initiate PAP and ensure reports each month to him/her and to NSM/HR .

4. Analysis : 

a. Sales /activity analysis should be done every 15 days and should be shared with the team with instructions.

b. BR should be conducted and action plan needs to be set and followed up.

5. Target:

He should be able to set, distribute and and achieve sales target for the Zone, Region and HQs aligned with expected turnover of approximately 35 Crs. for the year. He/She should be able to project sales data for his/her zones.

6. Admin work:

Reporting should be done as per policies and expectations.

AGE : 35 to 45 years