Zonal Manager - Sales

Erba Mannheim (Kochi, KL, India) 20 days ago

Zonal Manager - Sales

Experience : 12 - 20 years of IVD industry experience

Functional Area : Sales

Qualification : BE/ B.Tech / B.Sc. / M.Sc / B.Pharma / Diploma

Work Location : Kochi - Kerala, India

Job Description :
  • Management of regional Sales, Service and Application teams to meet the periodic sales and profitability objectives of assigned geographical territory
  • Create detailed (daily / weekly / monthly) work plans for sales team to ensure optimal daily calls and coverage of all customers and prospects and monitor compliance to company policies
  • Identify training needs of sales and applications personnel and work with HR/PMG to impart the same, monitor progress
  • Coach the sales team on/off the field and guide them to add value to every customer interaction. Ensure high motivational levels of team members; Manage performances of team, identify development areas and support
  • Understand and analyze industry trends, evolving customer needs, competitor activities etc. report these periodically to upper management, take necessary local actions to sustain & grow our market shares
  • Maintain integrity of product pricing
  • Sales forecasting, Channel management
  • Conduct review meetings as appropriate and undertake corrective actions to bridge gaps in performance
  • Make regular field visits to key customers and regularly do joint work with team members
  • Ensure receivables are collected in time
  • Recruit & deploy sales, application & service field staff as per resource planning; keep expense to sales ratio within desired levels
  • Get customer feedback from sales/application/service teams from time to time & ensure their satisfaction. Improve processes, service delivery continually
  • Carry out marketing activities (CME, TSS, DEMOS, EXHIBITIONS, KOL meets etc.) in collaboration with Product Management group
  • To ensure administrative support to Zonal/Divisional offices and H.O.
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