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Target Achievement To set and achieve the monthly, quarterly and annual sales targets, product wise and unit wise head quarter wise for the regionBusiness Planning for the region with HQ as a Profit CentrePlan targets, activities, resource deployment in order to achieve the business objectives of the organizationPrepare targets for each HQ product wise and unit wise in alignment with the business plan of the organization Plan for resource deployment and utilization in alignment with prevailing strategy and policies of the organization forPeople (strength and HQ allocation)Stock requirements (supply chain linked forecast) Expenditure (regional promotional budgets / campaigns, town coverage) Samples and promotional material ,on call activitiesEnsure effective sales activity and incentive plan is cascaded to each FLM and FLE and its implications and benefits duly explained.Plan and execute own and FLMs tour programs and joint field work.Planning, Executing & Overseeing Call & Non-Call ActivitiesSuccessful planning and execution of call and non-call activities as per the norms and strategy of the organization in coordination with reporting manager.Ensuring that all sales related activities are performed within the allocated expense budget and that the expected ROI is deliveredEnsuring KRA fulfilment by FLMs which requiresRegular joint field work primarily with FLEs for developing FLMs effectiveness and maintain a connect with FLEsEnsuring that the FLEs maintain the right call average, coverage, frequencyFixing daily and weekly sales targets and reviewing them regularly to track any shortfall in achieving these targets and take timely corrective actionsContinuously reviewing activity, sales and other parameters with respect to KRAs of the FLM to ensure that it is achieved within the defined timeframeCoordinating materials management with reporting manager, distributors branch and HO for stock, promotional materials and samplesValidation of customer lists and brand matrix through territory knowledge and field workAcquiring new customers (including institutions), geographies (including new HQs, interiors) and other business development initiativesContingency planning and execution in the event of vacant areas or temporary loss of representationProblem solving escalated by FLMsStakeholder Management Create key customer list and manage the relationships through understanding and recording their motivations, needs and expectations and servicing requirements within company norms and MCI regulations.identifying and developing relationships with key stockists, referral chemists, doctor/trade/ other associations and key influencers for his/her region Reporting & Feedback Ensure reporting of sales activities for the regions includingTimely reporting on JFWR (joint field work report), tour program, expense statement, key customer reports, call and non-call activity reportsNw products performance, campaign implementation and any other daily / monthly / weekly report/online tool as may be required from time to timeEnsuring that the feedback of customers is responded to within the agreed timeframeEnsure stability of FLMs/FLEs in respective head quarter to maximize relationship building with customers and key stakeholders.Maintain a database of probable talent should the need arise and ensure shortest possible lead time in the event of a vacancy.Enhancing managerial skills with a focus on process adherence, implementation and people development.Enhancing customer profiling, key account management, and psychological persuasion skillsKnowledge of competing products (brands, composition, indications, mode of action, dosage, pricing and bonus offer)Developing NCA related selling skills including opening, probing, presentation, objection handling, closing and relationship management.
Degree: M.Com. (Commerce) | M.Pharm. (Pharmacy) | M.Sc. (Science) | MA (Arts) | MBA/ PGDM | MCA/ PGDCA

Additional Degree: BA (Arts) | B.Com. (Commerce) | B.Pharm. (Pharmacy) | B.Plan. (Planning) | B.Sc. (Science) | BBA/ BBM/ BBS | BCA (Computer Application) | Diploma-Other Diploma | B.Ed. (Education) | BHM (Hotel Management)

Experience: 6-11


Accounting/Financial Products | Direct/Commission Sales | Relationship/Account Servicing | Retail Sales
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