Zonal Sales Manager | Abbott | Chennai

Job Description

Responsibility

Time Commitment

• Plan, coordinate, and direct field implementation of the company’s sales efforts by managing activities of the account executives, and technical consultants to achieve the sales goals of the company
• Assist in the formulation of strategic sales plans, tactics, and budgets including annual and five-year plans
• Develop and maintain relationships with key accounts; identify customer issues and resolve sales-related difficulties
• Manage the performance of the sales team to meet individual, department, and company sales goals and objectives including feedback on performance appraisals, recommendations for merit increases, career counseling, etc.
• Train and develop the sales team to understand customer needs, identify sales opportunities and effectively represent the company
• Assist in the design and implementation of sales force compensation and incentive programs
• Works with other departments to drive marketing campaigns, preferred vendors, incentives, promotions, and rebate programs
• Provide regular sales reports, forecasts, and communication with sales and marketing management
• Achieve inventory planning and control in such a manner that the stock is sufficient for immediate order fulfillment as well as ensure that the products do not exceed the expiry date or get technologically redundant or non-competitive in the market
• Achieve the AR results as per the company norms

Key Behaviors

At a minimum, a Zonal Sales Manager (District Sales Supervisor)  must exhibit the following key behaviors –

Competency

Behavior Description

Develops Talent

Manages Talent

Manages, develops, and coaches talent to consistently achieve Commercial results

Provides Direction

Provides timely feedback and support to optimize performance

Drives for Results

Accountability

Acts ethically and within the company code of conduct. In addition, creates personal and team accountability in an open and transparent manner

Fosters Collaboration

Communication

Establishes open communication and articulates multiple viewpoints with emotional intelligence

Focuses on Customers

Customer Knowledge

Understands customer requirements, expectations, and needs to drive competitive advantage and sustainable value

Industry Knowledge

Correlates industry insights understand the levers to facilitate customer decision-making and transcend the business need

Educational / Experiential Background

Minimum requirements:

• Bachelor’s degree or equivalent
• 7-10 years of successful medical sales or related experience

Additional Requirements

• Excellent communication and negotiation skills
• Should have excellent interpersonal and relationship management skills
• Strong overall computer skills including Excel, Word, PowerPoint, and Outlook.
• Business Awareness
• Planning and Organizational Skills
• Analytical skills

DIVISION:

IDEM ARDx Infectious Disease Emerging Markets