Zonal Sales Manager

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As we continue to scale new heights in diagnostic healthcare, we invite passionate professionals to join our team.

Role Clarity | Zonal Sales Manager

Reporting To: State Head

Location: Ahmedabad

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:

1. Targeted revenue and profitability goals for the zone
2. Expand business from models and channels (B2C, B2B, B2D, B2I, FOFO, HLM, SIS, etc.)
3. Develop strong customer relationships and increase retention
4. Build, lead, and mentor a high-performing and aligned sales team

Tasks 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.

Success Metrics:

• 100% of the quarterly revenue and profitability targets
• 100% targeted lead generation and 25% conversion of qualified leads (Channel & Models)
• 4.8 Customer Feedback Score
• 90 People Score

Job Requirements:

• Graduate in Science/Life Sciences; MBA in Sales & Marketing preferred.
• 812 years of experience in healthcare/diagnostics/pharma sales with 4+ years leading field teams.
• Strong expertise in channel sales (B2D, B2B, B2C, FOFO, HLM, SIS), customer engagement, and territory management.
• Skilled in sales planning, funnel management, CRM/LIMS usage, and high-impact clinician relationships.
• Excellent communication, negotiation, leadership, and data-driven decision-making skills.

Pay Scale: We offer a competitive salary package commensurate with experience, along with comprehensive benefits and opportunities for professional growth and development.

Join our team and experience a workplace where you'll be supported, encouraged, and empowered to be your best self, both professionally and personally, as part of our ONE CARE culture.

OrganizationProfile:

Dr. B. Lal Clinical Laboratory, established in 1991, has been at the forefront of providing exemplary Pathological and Diagnostic solutions. With a commitment to incorporating the finest infrastructural and technological advancements in the global health sector, we have become a distinguished preference over the past 34+ years. Our relentless passion for delivering top-quality services, coupled with the unwavering trust of doctors and patients, has positioned us as a leader in reputed pathology lab networks.

We take immense pride in being recognized as one of the 20 Best Workplaces in Pharmaceuticals, Healthcare, and Biotech India 2024 and achieving Great Place to Work certification for three consecutive years. This recognition reflects our commitment to fostering a positive work culture, employee well-being, and organizational excellence.

Dr. B Lal Clinical Laboratory Pvt. Ltd. stands out as the only Pathology Lab Network with a remarkable presence of 160+ collection centers across Rajasthan. Our highly sophisticated Central Processing Laboratory, equipped with state-of-the-art technology, is complemented by 13+ regional laboratories strategically located in Kotputli, Bhilwara, Ajmer, Alwar, Sriganganagar, Jodhpur, Ahmedabad, Kota, Bharatpur, and Sikar. This expansive network enables us to provide prompt and efficient diagnostic services to our valued customers.

Currently, we offer an extensive range of over 1500+ tests across various disciplines, including:

Clinical Pathology & Biochemistry

Haematology

Microbiology & Serology

Histopathology

Radiology

Molecular Biology

With a strong emphasis on professionalism and accuracy, our tests are conducted in a professional environment by a team of highly skilled experts, ensuring precise and reliable results.

At Dr. B. Lal Clinical Laboratory Pvt. Ltd., we have consistently led the way in adopting and implementing advanced technologies in the field of pathology. Our unwavering commitment to our motto, Serves Best, Serves All, drives us to deliver excellence in all aspects of our services.

We are proud to cultivate a workplace that encourages continuous learning, collaboration, and growth. Our core values form the foundation of our work culture:

Customer First Prioritizing patient well-being

Accountability Taking ownership of our actions

Respect & Trust Fostering strong relationships

Excellence Striving for the highest standards

For over 34+ years, these values have guided us to always put our patients first, earning us immense trust and satisfaction from our customers.

As we move forward, Dr. B. Lal Clinical Laboratory remains committed to pushing the boundaries of innovation, enhancing our services, and setting new benchmarks in pathology and healthcare. With advanced technology, a dedicated team, and a patient-centric approach, we continue to build a healthier and better future for all.

Why Work at Dr. B. Lal Clinical Laboratory

Learn: We work with Top quality technology and provide platforms for continuous learning & growth. We invest in providing significant support to up-gradation of our in-house talent.

Grow: We believe in providing venues for career advancement and fast track growth for the deserving. If you have a desire to grow in your career, you will fit right in.

Excel: We nurture a culture of idea exchange, learning, celebration & fun at work. We ensure that our employees have a thrilling, fulfilling and successful future after joining the team.

Make A Difference: Become a valued ally in our mission to become India's leading healthcare partner and change the world for better, one at a time. We are always looking for people who want to make a difference with their work.