Job Description
Position: Regional Manager (1st Line)
Division: Animal Health - Canine Segment
Reporting To: Zonal Manager
Location: Bangalore
Role Purpose
The Regional Manager (RM) will lead and manage field operations within the assigned region for the Canine segment. The role involves driving sales performance, supervising and developing field teams (VSE), strengthening market presence, and ensuring effective execution of company strategies. The RM acts as a critical link between Head Office (H.O.) and field operations.
Key Responsibilities- Sales Planning & Achievement
- Assist the Zonal Manager in preparing annual regional sales forecasts based on historical data and market potential.
- Provide monthly 3-month rolling forecasts (unit-wise and product/pack-wise).
- Guide MRs and PSOs in developing territory-level budgets aligned with company objectives.
- Monitor performance against targets and implement corrective actions where required.
- Identify opportunities to expand market share within the Canine segment.
- Market Intelligence & Insights
- Capture and report evolving customer needs and trends in the animal health space.
- Provide feedback on promotional strategies and their effectiveness.
- Monitor and report competitor activities.
- Identify emerging market trends and future growth opportunities in the canine care segment.
- Team Performance Management & Development
- Review performance of Sales Executive.
- Motivate, coach, and positively influence field staff to achieve business goals.
- Identify training needs and facilitate development programs for career progression.
- Build a strong talent pipeline within the region.
- Key Customer Engagement
- Maintain direct engagement with selected veterinarians, clinics, pet hospitals / stores, chemists, and institutions.
- Use field interactions to assess strategy effectiveness and generate insights.
- Leverage customer relationships to drive business growth and strengthen brand image.
- Define customer coverage plans in alignment with team and H.O.
- Field Coordination & Communication
- Act as a key liaison between Head Office and field teams.
- Ensure alignment of field execution with organizational strategies.
- Territory Planning Support
- Guide Sales Executives in preparing and updating doctor/veterinarian coverage plans.
- Ensure optimized routing and coverage for maximum operational efficiency.
- Joint Field Work & Coaching
- Conduct planned joint field visits with VSE with predefined objectives.
- Provide structured on-the-job coaching:
- Pre-call planning and briefing
- In-call observation and guidance
- Post-call debriefing
- Continuous coaching and follow-up
- Document outcomes of field visits and track improvements.
- Promotional Strategies & Campaign Execution
- Guide field teams in executing special campaigns tailored to the canine segment.
- Coordinate with H.O. for campaigns, seminars, medical camps, and academic engagements.
- Ensure effective implementation of marketing strategies at the ground level.
- Product Launch Management
- Lead and coordinate new product launches in the region:
- Pre-launch planning
- Launch execution
- Post-launch monitoring and feedback
- Support field teams in achieving launch targets.
- Stockist & Distribution Management
- Recommend stockist appointments in consultation with the Zonal Manager.
- Ensure efficient order placement and fulfillment across distribution channels.
- Monitor secondary sales and inventory movement.
- Ensure timely collections and manage outstanding dues.
- Facilitate resolution of expiry/breakage claims as per company norms.
- Institutional Sales / Bulk Business
- Support teams in developing institutional business (veterinary hospitals, NGOs, breeders, etc.).
- Assess institutional potential and recommend pricing within company guidelines.
- Liaise with institutions to secure and manage bulk orders.
- Administrative & Compliance Responsibilities
- Ensure timely submission of reports (weekly, monthly, expense statements, stock & sales reports).
- Monitor team expenses for compliance with company policies.
- Track attendance, leave records, and discipline within the team.
- Talent Acquisition & Training
- Assist Zonal Manager/Senior Management in recruitment of trainee MRs.
- Provide induction and field training to new hires.
- Projects & Strategic Initiatives
- Participate in cross-functional projects and corporate initiatives as assigned.
- Performance Review & Reporting
- Periodically review personal and regional performance.
- Submit reports, insights, and recommendations to management as required.
Key Requirements
Education
- Bachelor's degree in B.SC / Life Sciences / Pharmacy / Sales & Marketing
Experience
- 5-8 years in pharmaceutical / animal health sales
- 1-2 years in a supervisory/managerial role
- Experience in Canine/Veterinary segment preferred
