Zonal Sales Manager
Dr. B. Lal Clinical Laboratory
Date: 1 week ago
City: Ajmer, Rajasthan
Contract type: Full time
Role Definition
The Zonal Sales Manager is entrusted with being the regional leader responsible for driving sales growth, and channel expansion. This role requires building strong relationships with key customers, partners, and stakeholders while developing and executing regional business strategies. The Zonal Manager leads a high-performing sales team to achieve organizational objectives.
Responsibilities
The Zonal Sales Manager is entrusted with being the regional leader responsible for driving sales growth, and channel expansion. This role requires building strong relationships with key customers, partners, and stakeholders while developing and executing regional business strategies. The Zonal Manager leads a high-performing sales team to achieve organizational objectives.
Responsibilities
- Regional Business Strategy Development:
- Conduct quarterly market research activity to gather data on competitors, customer preferences, and industry trends. Summarize insights into actionable opportunities during the quarterly review.
- Conduct biweekly meeting for cross-functional discussions to refine quarterly sales and channel expansion plans. Create an individual performance plan for each team member as per STOP meeting framework.
- Conduct weekly business review & analysis for revenue, channels, products, and per person productivity and implement actions based on insights.
- Regional Business Strategy Execution:
- Dedicate daily working for field prospecting with Business Development Managers targeting clinicians, hospitals, and corporate partners. Update the leads pipeline in Sales Module and track sales team performance metrics.
- Conduct prospecting drives weekly, aiming for at least 20 leads per day for all categories of customers. Ensure 25 qualified lead conversions weekly.
- Organize local events or marketing activities as per marketing activity calendar with the central team for brand or product promotion to targeted stakeholders.
- Develop and update regional MSL (Master Service List - B2D, B2B and B2I) of 100+ potential customers per Business Development Manager 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.
- Customer Retention and Relationship Management:
- Implement quarterly 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 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 repartees 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.
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