Regional Sales Manager at Cipla

Job Purpose

• Manage the Regional Sales team through positive planning and deployment and builds rapport with key customers and expands customer base to achieve sales financial objectives, customer satisfaction and market share for the assigned region in alignment with the overall objectives of the Commercial team.

Accountabilities
Accoutability    

Major Activities/Tasks

• Achieve Sales Target for the Region in alignment with the Overall commercial plan 
• Ensure systems are in place to allow sales team to receive their sales targets as per the predefined budget
• Initiate changes to use existing resources and forecast changing requirements and recommending changes as necessary
• Ensure sales plan implementation – tracks pushes and motivates sales team, reports and evaluates the progress together with the sales team and adjust the plan
• Observes the performance of each Sales Representative in the field on a regular basis
• Directs selling activities within the Region inclusive of Resource Deployment.
• Interacts with team on a regular basis and personally guides them as necessary.

Develops and manages Stake holder relationships within and outside the Cipla Medpro

• Maintains and expands customer base by counselling district sales representatives, build rapport with key customers and identify new customer opportunities
• Interact with line managers to ensure Sales meets the needs of the business
• Ensure alignment with customer and stakeholder policy and procedure
• Ensure SLAs are in place and are adhered to and refined.
• Engage and consult stakeholders to determine timelines for Regional Sales requirements
• Interact with difficult customers and try and resolve dissatisfaction

Lead a motivated and effective sales team to achieve the sales target for the Region

• Motivate and lead the team of representatives by setting a personal example
• Coaching and mentoring the sales representatives to achieve difficult goals and help resolving problems
• Ensure adequate sales process and product training for all team members
• Prioritize tasks and ensure resource deployment as necessary
• Counsel poor performers and enable them by providing necessary support
• Develop individual development plan and conduct performance review
• Facilitate knowledge and skill transfer and foster team building

Implement Sales and Marketing Agenda in the Region and track sales financial management

•  Achieve regional sales operational objectives by contributing regional sales information and recommendations
• Implement productivity, quality and customer service standards
• Complete audits and identify trends
• Track monthly cost centre spend
• Meet Regional Sales financial objectives through forecasting requirements and preparing the budget and then scheduling expenditures and variations

Education Qualification

• Diploma in Business Management or a qualification with specialization in Sales and Marketing

Relevant Work Experience

• Minimum 5 years of experience in the Pharma industry and ability to manage and motivate a large sales team