Zonal Head

Description

Principal Tasks & Responsibilities 1. Regional Sales & Business Achievement  Drive achievement of monthly, quarterly, and annual regional sales targets.  Ensure brand-wise sales achievement with special focus on priority/Aatmanirbhar brands.  Ensure each SM,ABM and FO achieves territory targets and improves overall productivity.  Maintain business hygiene by reducing sales returns and minimizing expiries.  Ensure accurate forecasting for uninterrupted product availability.  Strengthen coordination with distributors and channel partners.  Ensure achievement of collection and receivables targets.  Take corrective actions for slow-moving or underperforming products.  Drive balanced growth across therapy segments. 2. Leadership & Team Development  Lead, coach, and mentor ABMs to drive high performance.  Monitor field productivity metrics:  Minimum Doctor Call Average of 12  95%+ MCR coverage  95% KOL coverage  Conduct regular field visits and joint working to improve execution quality.  Build a performance-driven and compliant sales culture.  Ensure manpower planning, retention, and capability development. 3. KOL & Key Customer Development  Develop and sustain strong relationships with KOLs and key customers.  Support implementation of strategic alliance programs to maximize ROI.  Periodically track KOL contribution and initiate corrective interventions.  Personally engage with high-value customers to strengthen brand positioning. 4. Marketing & Strategy Execution  Ensure effective implementation of marketing programs (CMEs, symposiums, brand campaigns).  Translate business strategy into regional action plans.  Track implementation effectiveness and close execution gaps.  Monitor team performance and compliance through Phyzii reporting.  Implement local strategies in alignment with national business objectives. Key Skills & Competencies Functional / Technical:  Regional Sales Strategy & Target Achievement  Leadership & Performance Management  Business Forecasting & Distribution Management  KOL & Key Account Management  Data Analysis & Decision Making  Execution Excellence & Compliance Orientation