Zonal Sales Manager - Diagnostic/Surgical Equipment

Major Accountabilities:-

1. Responsible for ensuring growth in unit market share, while growing/maintaining Unit ASP for revenue through planning execution and management of the entire team.

2. Zonal Equipment Manager is expected to have thorough knowledge of the product, market, competition and advancements. Expert knowledge on these aspects is a requisite to all subsequent functions and deliverables. The ZEM is expected to be/ become the foremost expert on the combination of these 3 aspects in the world.

• Product Knowledge: The ZEM is expected to know everything about the product and the procedure associated with its use. It encompasses the feature, advantages, benefits, Value elements, surgical techniques and procedures, steps involved in it and any other scientific / clinical knowledge associated with the product.
• Market Knowledge: The ZEM is expected to have full market knowledge in terms of market size, market share, customer preferences, customer segments, customer behavior, etc., along with the trends and factors influencing the market.
• Competitor Knowledge: The ZEM should know the competitor products as well as his own product. He should also be aware of their strategies, selling points, their spending budget, relative strengths and weaknesses, etc.

4. Product technical developments and utility enhancements in the market: Is required to be having a keen, real-time, efficient intelligence gathering on all aspects of happenings on technical developments and utility enhancements in the market and there on get involved in mitigating the same in a manner as to take advantage or nullify the adverse impact. Thus not compromising the goals of the company.

5. Responsible for ensuring profitable growth in unit market share, while growing / maintaining Unit ASPs for revenue through planning execution and management of entire team in the region.

6. Commercially Responsible for driving and achieving the targeted unit growth through.

• Ensuring implementation of sales processes by his/her team
• Ensuring implementation of sales and marketing strategies
• Ensuring achievement of monthly unit wise targets through customer wise & product wise targeting and sales achievement.
• Maintaining OR growing unit wise ASP.
• Submission of all reports, Tour plans and adherence, by self and team.
• Ensuring optimal product performance, utilization and customer satisfaction.

7. ZEM have to make regular field visits for the following:-

• KOL & FOL development with the help and involvement of marketing.
• Joint work with Technical Sales engineers / Application Specialists and not compromising either's goals.
• Understanding the pulse of the market
• Supporting his teams understanding and implementation of strategies and follow up / support to achieve desired objectives / goals in timelines laid out. Also keep Marketing informed of both negative and positive impacts of the strategies so as to facilitate real-time optimization on outcomes.
• Identify and ensure Training of all reports for the purposes
• Assisting large accounts conversion o Launching new product Sensing market factors
• Sensing competitor factors.

8. Special Accountability for Developing assigned TSE & PS in concurrence with marketing manager to be able to meet all business needs, skills to be ready to take up elevated rolls and responsibilities including relevant Brand Manager.

9. Commercially Responsible for driving and achieving the targeted unit growth through:-

• Ensuring implementation of sales processes by his team
• Ensuring the implementation of sales and marketing strategies.
• Ensuring achievement of monthly unit wise targets through customer wise targeting and sales achievement.
• Generating, Updating, Marinating and Submission of progress report on leads to meet / exceed company objectives on sales.
• Submitting as scheduled by company / his manager
• Ensuring his reports submits work reports, Tour plans and adheres to it.
• Self- submits Tour plans and adherence to it. Also submits all work-related reports, including daily work report.
• Regular market / competitor activity report.

10. Working with sales team to be able to meet all business needs and assist in their skills to be ready to take up elevated rolls and responsibilities including that of ZEM. Thus also facilitating their own carrier path way.

11. Present business issues / situations with clarity and provide two solutions with minimum deviations to company norms to issues and on approval ensure desired out comes.

12. Primary responsibility of Phaco Specialist level & Technical Sales engineer appointments by the Zonal Equipment Manager as per organizational policies and recommend to National Sales Manager and HR. This within 30 days from the day of vacancy.

13. ZEM is expected to know everything about the product and the procedure associated with its use. It encompasses the feature, advantages, benefits, Value elements, surgical techniques and procedures, steps involved in it and any other scientific / clinical knowledge associated with the product.

14. Developing reports / compiling and analyzing data to be able to meet all business needs, skills so as to be ready to take up elevated rolls and responsibilities including that of RM. Thus also facilitating own carrier path growth.

15. Identify and have a clear succession plan that is communicated to hierarchy with further development plans and progress being made through proper documentation.

16. Planning, organizing, monitoring and providing documented feedback to the region and team at regular interals (standardized or Unique and as per need).

17. Implementing regional level strategy and setting sales goals for each in the region and in line with goals aligned for the region with the country leadership.

18. All proposals from the region for approval, to be presented with business plans aimed at market share growth. Once approved monitored appropriately to ensure that the committed minimum is achieved or exceeded.

19. Present business issues / situations with clarity and provide two solutions with minimum deviations to company norms to issues and on approval ensure desired out comes.

20. Identifying business opportunities to enable growth and be ahead of competition.

21. Preparation of realistic and achievable monthly, quarterly and annual forecast customer wise and product wise to meet annual goals set for region.

22. Ensure to be updated with the happenings in the industry at product level as well as clinical levels.

23. Attend organization designated training programs as and when needed.

24. Any conflicts or problems in the region between internal or external stake holders to be attended / supported and resolved to by the RM Instrumentation sales.

25. Ensuring to set proper customer expectations, thus customer satisfaction, retention and positive word of mouth propagation for the company and brand.

26. Custodian of Aurolab brand image in the region.

27. Overseeing all functions of Application Specialists & Technical sales engineers (TSE). Submission of Field visit report as tool for acknowledgment and improvement / motivation and pointer for annual performance appraisal, all as expected by the organization.

28. To take the complete ownership of the demo equipment & maintain complete the track record of demo equipment utilization in the field

29. Maintaining relationship with top 10 accounts of the region

30. Develop KOLs and also maintain relationship with them as per guidelines / support from marketing.

31. ZEM should conduct TSE & Phaco monthly review meeting and subsequently communicate to ZSM/NSM/ PMT

32. Conduct a biweekly lead review meeting with the regional sales team.

33. Be always presentable and in formal attire as directed by the organization.

34. Ethical promotion and strict adherence to culture of organization is of prime importance

35. Any commitment / proposal to customer can be given only within provided grant of authority. Anything above that should be done with approval from respective manager who hold the GOA which will be processed through all in the line management

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