Zonal Manager-ZEAL

ZMs JOB DESCRIPTION, RESPONSIBILITIES & ACCOUNTABILITIES A zonal manager will report to a sales manager. He will function in:

• a supportive, advisory and supervisory role to the RMs & his team members.

The ZMs Job Functions Are I Responsible for the achievement of a zone’s sales targets:

• To assist the sales manager in sales forecast for the zone by giving yearly projections based on the previous year’s sales and potential of the market.
• To provide the H.O. with a three month rolling forecast on a monthly basis

(unit-wise and product/pack-wise).

• To support and guide the RMs in the preparation of the region-wise sales budget

in accordance with Company’s objectives/guidelines.

• To monitor the zone’s achievement, vis-a-vis targets.
• To institute corrective actions, if the achievement does not match the Company’s

objectives.

• To explore the possibilities of increasing the business of the Company by

expanding the market share for the Company’s products in his zone.

II Responsible to be a vital member of the market intelligence system:

• By reflecting changing trends in customer needs.
• By providing feedback on the effectiveness of the our product promotional

strategies.

• By reporting competitors’ activities
• By highlighting general market trends and future potential.

III Review the RMs sales performance and to assist the RM in reviewing his performance:

• To understand the RMs behavior, influence their attitudes positively, motivate, provide guidance and knowledge for meeting challenges in the market.
• To support the RMs to develop themselves as potential candidates for their

career growth, and to recommend and organize their training needs.

Responsibilities IV Responsible to be in direct contact with selected customers exclusively seen by him (doctors, chemists, institutions, etc.) with the objective:

• To obtain hands-on experience and also to assess the effectiveness of the

Company’s strategies.

• To collect and analyze market information as inputs for developing product

promotional strategies.

• To exploit potential business.
• To establish the Company’s image.

V To be a vital link between H.O. and the field activities.

VI Joint Work With MRs/PSOs

• The ZM will visit the MR/PSO territories with specific objectives, which will be

communicated by writing in advance to the MRs/PSOs/RMs.

• Is an opportunity to provide on the job training. The manager must coach & counsel the rep in the areas of his need.

• Assess/coach/correct

• Pre-call briefing

• During the call

• Post-call briefing

• Coaching session

• Follow-up

VII Promotional Strategies & Special Campaigns

• The ZM will motivate and guide the RMs to conduct special campaigns in their region. He will also liaise with H.O. for this purpose.
• The ZM will liaise with H.O. to support the RMs to conduct medical camps, seminars and academic sessions in their territories.

VIII To co-ordinate new product launch activities together with concerned field staff in his zone. IX Stockists’ work

• To finalize the recommendations for the appointment of stockists.
• To ensure that the stockists place advance orders to the Company and promptly execute orders of wholesalers/retailers.
• To monitor secondary sales.
• To ensure prompt collection of dues from his zone.
• To do the necessary follow-up of outstandings, if any.
• To facilitate settlement of expiry/breakage claims with the distributor as well as H.O. in accordance with the Company’s norms.

X Institutional business/bulk orders

• To assist the RMs to exploit business from the institutional sector.
• To assess the potential of the institutions in his zone together with the concerned RMs, and recommend/quote appropriate rate as per Company’s guidelines and liaise with ordering authority for procurement of orders.

XI The ZM will monitor his team member’s job activities and discharge his administrative duties

• The ZM will submit the required reports such as weekly reports, tour programs of his team, activity reports, monthly feedback & expenses statement, stocks & sales statements, etc. to the H.O. on time.
• The ZM will analyze the expenses statement of the RMs to monitor compliance to the Company’s norms, rules & regulations and communicate non-compliance to the RMs and H.O. for corrections.
• The ZM will monitor the leave record of the RMs.

XII To review his performance both personal and zone, and submit all reports and recommendations as required. XIII In consultation with his SM/H.O. to recruit Trainee Medical Representatives and impart training to them as required. XIV To participate in various projects as and when they come up. XV Review his performance periodically as per guidelines both personal and