Area Sales Manager

SUMMARY AND KEY RESPONSIBILITY OF REGIONAL MANAGER

Forecast & achievement of objectives

volume sales : region, area, territory

key focussed product sales : region, area, territory

ensure growth as per objective of the division

enhance productivity

ensure successful launch of new product

product promotion

programme implementation

core customer coverage by all medical representative and area manager

utilization of inputs – suggest appropriate reduction or addition of specific product samples or inputs

new product launch success

stock allocation

implementation of promotional strategies and inputs

develop relationship with key customer and ensure effective service and satisfaction

coordination with ZSM / HO

handle doctor’s opinions/ queries/ objections

key stockist management inventory and outstanding

recommendation for the addition and deletion of stockist based on merits and demerits

ensures to maintenance of ” NORMS AND STANDARD OF COMPANY POLICIES”

Morale and discipline

Recruitment, induction, training and development

Regular joint work with : medical representative ( front line manager) minimum 2 days / MR/ MONTH and area sales manager ( first line manager)

During field work assess their capabilities

validate feedback which is collected by sales executive ( front line manager) and area sales manager

identify the factors related to market, customer, competition, brand performance and contribution

build strategies and work for improvement of all identified factors