Area Sales Manager

Area Sales Manager

Thermo Fisher Scientific
4-8 years
Not Specified

Job Description

Job Description :
Role & Responsibilities
(A) Sales:
. Preparation of Sales Forecasts for the territory/area
. Execution of Sales targets and plan for the territory area
. Implementation of Sales Plans for the territory/area and achieve the sales revenue target
. Adherence to the Quarterly Rolling Sales Plan as communicated by the reporting manager
(B) Account Receivables / Collections:
. Achieving the collection targets for the territory/area
. Follow up on EMD, Security deposits
. Achievement of targets as per the Collection Plans every month
(C) Credit Control Policies:
. Adherence and implementation of Credit Control Policies
(D) No Claim Certificate (NCC):
. Obtain the No Claim Certificate from all the Distributors and Rep quarterly and ensure that the reconciliation is done half yearly
(E) Submission of Reports:
. Submission of all prescribed reports (Daily Sales Report, Monthly and Quarterly MIS, etc) and updation of data on SFDC
(F) Tour Plans:
. Preparation of monthly tour plan /schedule and submission to the reporting manager
(G) Market Intelligence Report (MIR):
. Preparation of the Market Intelligence Report based on product performance, feedback on quality and submission to the reporting manager
(H) Market Expansion / New Markets:
. Identification of new Key Accounts, Distributors/Channel partners and Direct trade opportunities.
. Awareness regarding competitor's activities in the market and information in terms of pricing, schemes, systems/procedures etc
. Follow up with CPM and Marketing team for organizing exhibitions, live demos etc. as per business requirements in the territory/area
(I) Distribution / Channel Management:
. Responsible for Distributor Management and Direct selling including the accounts reconciliation. Compliance to the Credit Control Policies of the Company. Maintenance of a professional rapport and no commitments/communication on business issues to be done verbally. All communication to have a written approval from the Commercial Leader
. Establishment of an effective rapport with the Accounts team. Updating of the Distributor/Key accounts/Dealer accounts on an ongoing basis and compliance to all accounting policies
(J) Marketing and Advertising:
. Follow the marketing and advertising strategies proposed by Marketing Head / CPM's. Planning in advance the schemes, which suit the local market, region, market segment
(K) Other Operational Responsibilities:
. Establishing a working rapport with the service counterparts and ensuring proper after sales service in your territory/area
. Adherence to the company norms with regards to expenses guidelines by the Company.
. Adherence to company norms with regards to financial commitments to the trade
Education / Qualification:
. B.Sc and MBA
. Graduate in Chemistry /Life Sciences with MBA / MMA / PG
Experience Requirements:
. Track record of achievement in Sales, Marketing and Business Development roles
. At least 4 - 8 years in the Laboratory Chemicals
Knowledge, Skills and Abilities required for this role:
. In-depth knowledge of the life sciences / analytical industry
. Knowledge of laboratory chemicals business would be a distinct advantage
. Strong communication skills
. Good analytical skills
. Teamwork
. Independent, quick decision making ability
. Strong evidence of ability to implement and execute plans

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