Zonal Head

Principal Tasks & Responsibilities : (Please write all the major jobs that the employee is required to carry out)

• Achievement of Budgeted Targets
• Achieve the budgeted sales targets and brand wise sales targets and growth targets for the respective geographical region in line with the divisional objectives
• Achieve sales target with profit as budgeted
• Achieve product mix as budgeted and market share as applicable to the therapy
• Prepare Sales Plans, Forecast Plans and achieve weekly and monthly sales targets
• Effective Intervention in low performance territories, low YPM territories through focused efforts (joint field work) of self and respective line managers
• Ensure Business Hygiene parameters : Reduction of Expiries / Breakages, Nil Sales Return & Nil Cheque Bounce, Liquidation of stocks more than 90 days at C&F locations
• Adherence to policies and implementation of activities as per company SOPs
• Ensure sales forecast and collection
• . Team Building / Leadership & Direction
• Address the competence and discipline requirements of field officers and managers through training, coaching & counseling
• Field induction and training, coaching, and mentoring of reportees
• Support HOD in acting as an integrating mechanism between Marketing and Sales Teams and thereby ensuring proper team work and productivity
• Support the HOD and Orgn in achieving 100% deployment of field staff, improving retention of team members through effectively cascading inter departmental initiatives
• Support the Orgn in developing people and readying them for meeting Internal Promotion requirements
• Effective Implementation
• Ensure achievement of Key Performance Indicators like Dr. Call Average, MCR coverage, KOL coverage, YPM Parameter etc of each field officer and each line manager
• Implementation of company strategies
• Study competition strategy and use it to tackle sales challenges
• Ensure effective implementation of marketing strategies and / or programs by the field force in the region
• Provide objective customer feedback on Marketing programs to HOD and PMT by gathering information from field and through self observation during field work
• Customer Management / KOL Management
• Cascade and implement the KOL strategy
• Improve ROI from KOLs through ensuring periodical visits by self and team
• Product Management / Development
• Development of 2nd line brands into large contributors with economies of scale and high Market Share
• Successful launch and establishment of new products by the field force
• Be the ambassador for the company and set high levels of standards and professionalism

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