Role Clarity | Zonal Sales Manager
Reporting To: State Head
Role Definition
The Zonal Sales Manager is responsible for driving revenue, expanding channels (B2D, B2B, B2C, B2I), models (FOFO, HLM, SIS) and ensuring customer engagement in the assigned zone. This role requires strategic execution of business plans, customer relationship management, and team leadership to achieve business success and strengthen presence and brand credibility in the region.
Deliverables
Targeted revenue and profitability goals for the zone
Expand business from models and channels (B2C, B2B, B2D, B2I, FOFO, HLM, SIS, etc.)
Develop strong customer relationships and increase retention
Build, lead, and mentor a high-performing and aligned sales team
Task and Activities
Regional Business Strategy Development
Conduct quarterly market research to gather insights on competitor offerings, customer needs, and industry trends. Summarize insights into actionable points during the quarterly review.
Conduct weekly business review & analysis for revenue, channels, products, and per BDM productivity and implement actions based on insights. Lead weekly zonal review meetings to realign task with business outcomes
Track zone-wise sales funnel by channel/ model (B2D/B2B/B2C/FOFO/HLM/SIS) and ensure action on conversion gaps
Prospecting & New Customer Acquisition
Partner with Central Marketing to source leads from defined channels (digital campaigns, etc.) and ensure timely follow-up
Co-create and execute regional marketing initiatives (CMEs, health camps, local promotions) as per the zonal calendar
Plan and run weekly field drives targeting all customer categories (B2D, B2B, FOFO, SIS, HLM, etc). Set daily lead-generation targets (e.g., 20 new leads/day) and review attainment in weekly sales reviews.
Update every lead's status and next-step activities in the Sales Module (LIMS) on a daily basis. Monitor pipeline metrics (lead count, conversion rate, etc.) to identify bottlenecks and coach BDMs
Identify and map all potential prospects Clinicians, hospitals, corporates, SIS partners, HLM, etc.within the zone. Maintain and quarterly refresh each BDM's MSL of high-potential targets.
Conduct at least 6 meetings daily with identified potential customers and business-driving key customers (KOLs, A and B category customers). Use these meetings to uncover needs, position our service advantages to explore business relationships.
Develop and deliver customized product/service pitcheshighlighting UVPsto each prospect. Draft and share formal proposals (pricing, SLAs, onboarding steps) aligned to customer requirements.
Conduct conversion drives per BDM per week. Track every conversion in the Sales Module daily, and report weekly on closure rates
Facilitate a seamless onboarding process with Operationsensuring operations schedules, account setup, partner alignment.
Customer Retention And Relationship Management
Implement quarterly engagement plans for key customers (Clinicians, Corporate - KOLs, A category, etc.). Engage 30% of MSL through different engagement activities such as RTMs, CMEs, Doc Talk, etc. every quarter.
Develop and execute customer retention strategies focused on delivering exceptional service along with Zonal Operations Manager. Achieve the customer feedback score of 4.8.
Manage key customer (B2D and B2B) accounts of Franchise partners for business development. Conduct weekly connects with all Franchisee partners to address their business needs.
People Management
Set individual performance targets with each team member aligned with the zone's objectives.
Conduct daily huddles with the team to discuss ongoing activities and address any issues.
Hold weekly meetings with the team to discuss sales performance indicators and lead measures.
Conduct monthly 1:1 meetings with direct reportees to review progress on KPIs and plan the way ahead. Document and share feedback with each team member.
Assess individual ASK (Attitude, Skills, Knowledge) on a quarterly basis and manage the learning of the team in collaboration with the HR team to enhance skills and drive career paths.
Monthly recognize and reward high performance and initiate improvement plans where necessary. Achieve the People Score of 90.
Role Requirements
- Bachelor's degree in science or a related field.
- Demonstrated track record of success in sales and key account management, particularly in the Healthcare sector.
- Minimum 60% score in matriculation and higher secondary
- Exceptional customer service skills, encompassing active listening, problem-solving, and interpersonal communication. Strong written and verbal communication skills
- Strong ability to establish and nurture rapport with key clients, while effectively managing multiple accounts concurrently. Proactive attitude with a result-oriented approach to sales and relationship management.
- Demonstrated ability to work collaboratively in a team-based environment.
- Willingness to travel as required for customer visits and business development initiatives.
