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Zonal Business Manager - With Leading Pharmaceuticals Industry Client

Keywords / Skills : Sales, Marketing, Business Development

15 - 20 years
Posted: 2019-01-16

Sales/ Business Development
Regional Sales Manager
Posted On
16th Jan 2019
Job Ref code
Job Description
  • Define and communicate a profitable sales strategy for the relevant division aligned to overall business targets
  • Given BU priorities, define a divisional strategy to achieve the stated objectives, including overall sales targets, therapy area sales targets, etc.
  • Finalize targets for the year along with the Sales & Marketing Head, BU Head and Therapy Heads and drive the communication of these targets to the sales force
  • Drive sales performance across the zone, ensuring the achievement of business objectives
  • Conduct periodic reviews of geographies to review sales achievement against targets
  • Make mid-year corrections to the sales plan based on progress
  • Analyze reports created by support teams to identify gaps in performance and create plans to bridge the same before they affect business
  • Set standards for sales processes and drive adherence to these processes, including financial, regulatory and legal norms
  • Review expenses on a regular basis and identify areas for improvement / reduction in costs
  • Monitor the execution of therapy strategy by the sales force across the zone
  • Collaborate with Therapy Leads to execute the therapy strategy
  • Drive the execution of marketing activities by the sales force across the zone
  • Provide team necessary support for strategy execution
  • Jointly conceptualize CME programs, advisory board meetings, conferences, etc. with top doctors in the country
  • Manage relationships with key stakeholders across the zone, thereby contributing to the achievement of business targets
  • Meet and maintain relationships with KOLs, KBLs, chemists, key doctors (at a zonal level), distributors, stockists, unions for mutual benefit
  • Evaluate requests raised by stakeholders (sponsorship, support, engagement programs, etc.)
  • Represent and showcase organization capabilities in industry associations and conferences
  • Drive a culture of high performance across the zone, managing talent
  • optimally so as to achieve favourable business outcomes
  • Diagnose and build capabilities within the zone to deliver against business objectives
  • Define standards of performance across therapies and roles to grow
  • market share in the zone
  • Reward and recognize differentiated performance; Develop leaders across career levels; spot and groom the future leadership pipeline
  • Enable staffing of the zonal structure to leverage value from high-potential territories and support functions
, Desired Profile
12 - 15 years of experience of leading a large and geographically diverse sales team in the pharmaceutical industry

Reference ID - GH/PHL/JC//14012019//80989/Zonal Business Manager ,

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