Job Title: Zonal Sales Manager
Division: Ophthalmology
Speciality: Surgical Ophthalmology (Intraocular Lens Portfolio)
HQ: Mumbai
Covering Area: West Zone (Rajasthan, Gujarat & Maharashtra)
Experience Required: 15 to 25 Years
Industry Preference: Ophthalmic Surgical / Ophthalmic Pharma
Role Objective:
- A key objective of this position is to achieve the revenue targets, manage and lead the zone, provide accurate sales forecasts, bring growth in the assigned zone, and identify prospective business opportunities for the company.
Desired Candidate Profile:
- Bachelor's degree in Science / Pharma & Master's in Business Administration (Preferably).
- 15 - 25 years of handling Ophthalmic & Vision care products with a proven track record of sales performance.
- Experience in the Sales of Capital Equipment, Consumables & Diagnostics in the Institute & Government Business.
- Knowledge of Advanced Technology IOLs & Equipment.
- Reporting & Analytical tools like Salesforce/SAP.
- Excellent command of MS Office (particularly Excel and MS PowerPoint).
Roles & Responsibilities:
Sales
- Achieve the sales target of the assigned Zone overall as well as region-wise.
- Execute the planned promotional activities to increase business opportunities and sales volume.
- Evaluate and implement appropriate new sales techniques to increase the sales volume.
- Design and recommend sales programs and set short and long-term sales strategies for the zone.
- Arrange product samples for evaluation.
- Plan and visit customers as per the schedule and adhere to the call strategy.
- Focus on adding new bundling customers for select products and ensure compliance with policy.
Marketing
- Identify, develop, and manage Key Opinion Leaders (KOLs) & brand advocates in the assigned Zone and utilize their services as and when required.
- Coordinate with the Marketing team on all major events and ensure the availability and presence of our speakers during such events.
- Represent the Company in all important conferences of the respective Zone.
Compliance
- Ensure collection within the credit terms and DSO norms.
- Regularly attend the company's review meetings and product & Sales trainings.
- Plan & travel for a minimum of 15 days a month across the assigned Zone.
- Mandatorily attend at least 1 OR in a month.
Resource Management
- Recruit and retain the right talent in the sales team.
- Continuously provide support and on-the-job training to the sales team.
- Mentor and develop teams for better growth and advancement in their careers.
- On the basis of the performance output, analyze & identify the training needs of the sales team.
Reporting
- Accurately report in Salesforce on a day-to-day basis.
- Ensure that the team provides an accurate sales forecast of the assigned regions.
- Prepare annual and quarterly sales budget & plan for the regions and circulate the same to the sales team.
- Collect and deliver market and competition information to the Reporting Manager from time to time.
Team Size to be Handled:
- Manage the sales team of 35+ members with 6 to 8 direct reports (Regional Sales Manager to Sales Development Executive & Sales Account Executive)
Specific Professional Competencies:
- Business Acumen, Customer Focus, Drive for results, Problem solving, Peer relationship, Negotiation skills, Functional/technical skills, Presentation skills, Adherence to Ethics and Values, Integrity.
Biotech is an Equal Opportunity Organisation promoting diversity while ensuring no discrimination on any ground, including gender, race, religion, age, sexual orientation, disability, etc.
