BU - Pharma
Designation - Zonal Manager
HQ - Pune
- Drive sales and achieve primary and secondary sales targets for the assigned zone.
- Lead, coach, and monitor Regional Managers to improve team performance and productivity.
- Develop and execute zonal business plans aligned with organizational objectives.
- Monitor KPIs such as sales growth, productivity, market share, coverage, and call effectiveness.
- Review sales performance regularly and implement corrective action plans where required.
- Ensure effective implementation of marketing campaigns and promotional strategies.
- Build and maintain strong relationships with key doctors, hospitals, distributors, stockists, and institutional customers.
- Analyze market trends, competitor activities, and customer insights to identify business opportunities.
- Ensure optimum manpower availability by partnering with HR for recruitment, onboarding, and retention.
- Coach and develop Regional Managers through field visits, performance reviews, and training interventions.
- Manage employee performance, succession planning, and talent development within the zone.
- Ensure compliance with company policies, ethical promotion practices, and regulatory guidelines.
- Monitor inventory, product availability, and distributor performance to avoid stock-outs.
- Collaborate with cross-functional teams including Marketing, HR, Supply Chain, Finance, and Medical Affairs to achieve business goals.
- Prepare monthly business reviews, sales forecasts, and management reports for leadership
Required Skills
- Strong pharmaceutical sales and distribution knowledge
- Team leadership and people management
- Strategic business planning
- Data analysis and reporting
- Stakeholder management
- Negotiation and influencing skills
- Problem-solving and decision-making
- Coaching and mentoring
- Communication and presentation skills
Qualification
- Bachelor's degree (Graduation) in any discipline (mandatory).
- MBA or Postgraduate qualification in Sales, Marketing, or Management is preferred.
Experience
- 8-12 years of experience in pharmaceutical sales.
- Minimum 5-6 years of experience in a people management role as a Regional Manager or equivalent.
- Proven track record of consistently achieving sales targets and leading high-performing teams.
