Zonal Sales Manager - Pharma

Purpose of the position :

- This role has the responsibility to deliver sales results and lead team in assigned Zone to meet or exceed established sales targets and call execution goals in compliance with company regulations / code of conduct.

- Assesses individual & team progress toward goals, develops Product Specialists (PS)to enhance key commercial capabilities e.g., customer excellence, digital & data excellence, etc., coaches to improve them and advance to higher career level. Able to manage & maximize ROI on promotional.

- Demonstrates and inculcates Copanies7 competencies (Customer Focus, Result Orientation, Strategic Orientation, Innovation & Change, Communication & Collaboration, Developing & Inspiring, Working as One Astellas)

Core Tasks, Responsibilities & Authority :

Strategic Business Management :

- Responsible for managing the sales team to achieve the given sales target, targeted market share and expenses KPIs.

- Cascades and distributes suitable sales target to each PS to achieve the Zonal sales target as well as All India level sales targets.

- Ensures that Zonal Sales Teams adheres to all KPIs relates Sales Force Excellence (e.g. Call as per Planned Frequency, Call Reporting, Coverage), Digital Excellence (Veeva Calls, Emails)

- Identifies potential business risks and pro-actively formulates and implements risk mitigation plan along with the team

- Seeks information and analyses marketing strategies and activities of competitors to plan innovative sales/marketing activities/strategies and actionable sales plan to implement in market.

- Assesses market situation and provides a responsible, accurate market feedback to management team.

- Displays pro-active cross functional collaboration to drive business, discuss potential challenges and solutions

- Partners w/ Marketing for on-ground/in-market implementation of sales & marketing sales and marketing activities

- Ensures full compliance w? Companies SOPs, Policies and Code of Conduct while conducting business activities and ensures timely close out w/ all proper documentation in Astellas systems

- Actively collect as well as guide PS to collect pharmacovigilance information such as adverse events ("AE"), special situations, .

KOL Relationship Management :

- Engage with potential customers, including key authorizes doctors and hospital directors to drive business and support MR to enlist the company's products to hospital formulary to expand accessibility to patients and achieve sales targets and ensures that the company provides the quality of services which meet customers' expectation to build loyalty and promote medical products and usages.

- Classify HCPs and build visiting plan to deliver/execute communication plan, marketing activities to achieve goal of assigned market.

Product Specialist Management :

- Conducts periodic (e.g. monthly) reviews of Zonal sales team w/ cross functional stakeholders (e.g. Marketing, Finance, HR) to evaluate past performance, identify challenges, action plan to overcome challenges and future outlook

- Provides day-to-day supervision of activities, including coaching, advising, training, motivating, , manpower planning, and performance evaluation of subordinates to ensure that they are fully developed to meet the objectives of the sales division, and for the challenges of the future

- Partner's w/ HR and assesses, identifies, and constructs robust individual development plans for team members