Direct and oversee the organization's sales policies, objectives and initiatives. Set short- and long-term sales strategies and evaluate effectiveness of current sales programs. Recommend product or service enhancements to improve customer satisfaction and sales potential.

Key Performance Indicators (KPIs)

• Profitability of the business.
• Relevance of costing assumptions.
• Conversion of leads and prospects.
• Accuracy of margins.
• Transactional processing and reporting accuracy, speed and efficiency.
• Formulation of new sales plans.
• Monitoring of metrics.
• Customer satisfaction and retention.
• Collection and maintenance of accurate customer data
• Retention of top performers and management of issues presented by mediocre performers or underperformers.
• % Strategic Risks Mitigated
• Increase in sales volume
• Customer Satisfaction
• % Training Plan Adherence
• 80% – 100% budget performance
• Timely preparation of Performance Report
• 80% field work

Competencies Required

 

Organizational Competencies

• Must be a people’s person with Strong team building/ nurturing and mentoring capabilities
• Enthusiastic with strong interpersonal and communication skills and a high achievement orientation
• Strong commercial acumen and understanding of the commercial/ trade practices in a medical /consumer /retail environment

.

 

1. Determine annual unit and gross-profit plans by implementing marketing strategies, analyzing trends and results.
2. Establish sales objectives by forecasting and developing annual sales quotas for regions and territories, projecting expected sales volume and profit for existing and new products.
3. Implement national sales programs by developing field sales action plans.
4. Maintain sales volume, product mix and selling price by keeping current with supply and demand, changing trends, economic indicators and competitors.
5. Contribute to team effort by accomplishing related results as needed.
6. Plan to ensure achievement of Regional and personal target, aligning with company sales policies and strategies.
7. Manage, develop, coach, control and motivate the sales force to develop their skill to ensure that a high professional standard is achieved and monthly sales target and KPI target are met.
8. Ensure targets are delivered through people management, performance review, reward and individual recognition.
9. Assess the strengths and weaknesses of the sales team and manage the sales program accordingly.
10. Provide on-the-ground support for sales associates as they generate leads and close new deals.
11. Participate in sales conferences, industry meetings, and social networks to represent company’s brand.
12. Meet with customers to discuss their evolving needs and to assess the quality of the company's relationship with them.
13. Develop and implement new sales initiatives, strategies and programs to capture key demographics.
14. Provide daily report of field sales success and communicate VOC data to superiors.
15. Sell to existing and potential direct accounts as well as provide sales support to distribution partners to participate in closing and order or to facilitate and add value to the selling process.
16. Continually develop knowledge of the business climate, applications and competition for defined geography and accounts
17. Develop, maintain and execute a territory plan.
18. Continually assess current business distribution channels, develop and evaluate their performance and manage conflict ensuring alignment with territory plans.

• Devises strategies and techniques necessary for achieving the sales targets.
• Map potential customers and generate leads for the organization.
• Responsible for brand promotion.
• Develop lucrative incentive schemes and encourage them Team members to deliver their level best.
• Client relationship management.
• Maintain necessary data and records for future reference.
• Manages the team with the use of a sales automation system.

 

Educational Qualification & Experience:

• Pharmacist
• MBA is an added advantage
• With a minimum of 2 years' experience as NSM
• OR 3 years' experience as Regional Manager
• Proven track record of positive sales performance