Zonal Sales Manager

Join Our Award-Winning Team at Dr. B. Lal Clinical Laboratory Pvt. Ltd !

We are thrilled to share that we have been honored with the “Rajasthan’s Most Trusted Lab Award”. This recognition is a testament to our unwavering dedication to quality and excellence. Watch the proud moment here: Award Ceremony

As we continue to grow and set new benchmarks in the healthcare industry, we are actively seeking a Zonal Sales Manager to join our dynamic team.

Mission:

The Zonal Sales Manager is responsible for driving sales growth, profitability, and operational excellence within a designated region. This role involves building and maintaining strong relationships with key customers, partners, and stakeholders, while developing and executing regional business strategies. The Zonal Sales Manager leads and mentors a high-performing sales and operations team to meet organizational goals.

Deliverables:

1. Targeted revenue and profitability for the zone.
2. Relationships with key customers, partners, and stakeholders.
3. High-performing sales and operations team
4. Operational effectiveness and efficiency across the zone.

Responsibilities:

Regional Business Strategy Development:

• Conduct market research in the zone to identify industry trends, competition, potential customers, and growth opportunities.
• Conduct quarterly business review & analysis for all sales channels, products, operational & quality parameters, and per person productivity.
• Prepare quarterly plans for brand development, sales, channel expansion, operational performance, and profitability. Set goals for each branch within the zone to drive overall performance.

Regional Business Strategy Execution:

• Execute the quarterly zone plan to achieve the targeted revenue and profitability.
• Reach out to new prospects along with Business Development Managers from different channels (Clinicians, Corporate hospitals, SIS, Franchisee partners, Corporate Industry, etc.).
• Plan and execute customer acquisition drives through targeted outreach (field prospecting) and marketing initiatives (BTL, local trade events, etc.). Collaborate with the central business team to design and implement such activities.
• Achieve the customer acquisition targets for business models (FOFO, SIS, HLM) and build a pipeline of qualified leads. Generate at least 100 qualified leads per week and convert 25% of such qualified prospects.
• Develop and update regional MSL (Master Service List) of 100+ potential customers every quarter for conversion, engagement, and building brand visibility.
• Conduct at least 6 meetings daily with identified potential customers and business-driving key customers (KOLs, A and B category customers) to explore business opportunities and build relationships.
• Assist the Central Business team in the ground-level execution of the onboarding plan for the partners and other key customers.

Customer Retention and Relationship Management:

• Implement monthly engagement plans for key customers (Clinicians and Corporate KOLs, etc.) to maintain and enhance business relationships. Engage 30% of MSL through different engagement activities such as RTMs, CMEs, Doc Talk, etc.
• Develop and execute customer retention strategies focused on delivering exceptional service under the Good to Great program. Achieve the customer feedback score of 4.8.
• Manage Franchise partners in terms of business development, operational service management, and quality control. Conduct weekly connects with all Franchisee partners to address their business needs.

Operational Effectiveness & Efficiency

• Schedule weekly reviews and audits of technical laboratory operations (including pre-analytical and post-analytical). Implement corrective and preventive actions based on audit findings with the Consultant, Branch, and Laboratory Operations Manager.
• Daily evaluate customer feedback to identify service opportunities or areas for improvement.
• Manage the zone's financials, including budgeting, petty cash management, and dues.
• Regularly review financial reports to ensure profitability and manage the EBITDA of the zone.

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 & operational 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
• 25% conversion of qualified leads (Channel expansion)
• 4.8 Customer Feedback Score
• 90 People Score

Requirements:

• Bachelor's Degree in Business Administration, Marketing, or a related field (MBA preferred).
• Strong knowledge of the healthcare industry, including trends, competition, and key players.
• 7-10 years of experience in sales, business development, or operations, with at least 3-5 years in a leadership role managing a region or zone.
• Proven track record of achieving revenue and profitability targets.
• Experience in managing multi-channel sales operations (B2C, B2B, B2D).
• Demonstrated success in customer acquisition, retention, and relationship management, particularly within the healthcare industry.
• Strong financial acumen with experience in managing budgets, financial reports, and profitability metrics.

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

Job Location: Jaipur