Area Sales Manager recruitment in Mumbai All, Mumbai, Navi Mumbai - alcon laboratories (india) private limited

Job Title: Area Sales Manager
Department: Dry Eye & Ocular Health
Reports to (Name & Job Title): Regional Sales Manager

 CTC - 16 Lacs Fixed + 6 Lacs Sales Incentives. 

Job Purpose:                                                                           

·         Manage, lead, coordinate and control activities of assigned area sales team

·         Achieve annual and long term sales and market share objectives of surgical business line under his/ her responsibility within an assigned expense budget.

·         Responsible for preparation of annual and monthly Sales Plan, implementation of the Marketing Plan and supporting objectives and programs related to Sales, such as coverage, Profiling-segmentation-tar-geting, distribution, area sales target setting, scientific and promotional events.

Major Accountabilities:

        1. Manage and achieve sales goals for assigned Area/s.

2. Responsible to implement organizational sales and promotional strategy that increases Alcon market share in units and values in the market in synergy with Marketing, other business and support units of the company within the assigned geographical market.

3. Attainment of Sales volume / mix objectives and improvement of sales mix.

4. Provide quality service to internal and external customers in all assigned tasks, while upholding organizational Values at all times

5. Feed back to Zonal Sales Managers and Brand Manager on market and competition activities.

6. Implementation of promotional and sales call frequency based on efficiency tools to maximize the impact of the sales force deployment (including but not limited to Customer Profiling –segmentation-targeting analysis, territory administration, routing),both quantitative and qualitative

7. Sound management of Sales Terms, Distribution Channels and Policies and Commercial Policies.

8. Negotiate , monitor and report EFA compliance /set standards

9. Efficient, timely and accurate reporting of Sales activities, results, opportunities & threats to Zonal Sales Manager.

10.Monitor, control and ensure accounts receivables

11.Forecasting in Coordination and work with ZSM/SCM team for inventory related matters.

12.Maintaining Self knowledge and skill set as per organization standard / expected norm

13.Supporting Recruitment of TSE/Sr TSE in collaboration with HR

14.On job coaching, field visits, timely FVRs, and other talent development initiatives to coach and develop talent resources.

15.Responsible for adverse event and product complaint handling related activities at a local level including the collection, intake and forwarding the information to the Local Vigilance Representative).

16.Adherence to all corporate compliance guidelines & corporate programs by self and team

17.Keep Zonal Manager updated on important issues and developments in the market

Key Performance Indicators:

·         Total value targets/achievement

·         Growth targets/achievement

·         Key products value /growth target achievement

·         Operational and promotional expenses

·         Outstanding from distributors/CFA as per agreed per norms

·         DSO

·         MIS

·         India Marketing Programs, Strategies & Tactics implemented, monitored and managed. Planned SoV activities.

·         Market Share

·         CRM implementation: Salsa reporting, “activity management” (planned versus actual)

·         Coverage/frequency/POA grid adherence planned vs. achieved on the ACE dashboard besides regular and consistent reporting.

·         No. of field days > or = 20 days Minimum expected calls 180 & Minimum avg /TSE/ Month - 3 days.

TMS completion of all DRs /Deliverables on time including but not limited to Sec Sales Data/expense and approvals.

Ideal Background: