Zonal Head

Principal Tasks & Responsibilities
1. Regional Sales & Business Achievement
 Drive achievement of monthly, quarterly, and annual regional sales targets.
 Ensure brand-wise sales achievement with special focus on priority/Aatmanirbhar brands.
 Ensure each SM,ABM and FO achieves territory targets and improves overall productivity.
 Maintain business hygiene by reducing sales returns and minimizing expiries.
 Ensure accurate forecasting for uninterrupted product availability.
 Strengthen coordination with distributors and channel partners.
 Ensure achievement of collection and receivables targets.
 Take corrective actions for slow-moving or underperforming products.
 Drive balanced growth across therapy segments.
 2. Leadership & Team Development
 Lead, coach, and mentor ABMs to drive high performance.
 Monitor field productivity metrics:
 Minimum Doctor Call Average of 12
 95%+ MCR coverage
 95% KOL coverage
 Conduct regular field visits and joint working to improve execution quality.
 Build a performance-driven and compliant sales culture.
 Ensure manpower planning, retention, and capability development.

3. KOL & Key Customer Development

 Develop and sustain strong relationships with KOLs and key customers.
 Support implementation of strategic alliance programs to maximize ROI.
 Periodically track KOL contribution and initiate corrective interventions.
 Personally engage with high-value customers to strengthen brand positioning.
4. Marketing & Strategy Execution
 Ensure effective implementation of marketing programs (CMEs, symposiums, brand campaigns).
 Translate business strategy into regional action plans.
 Track implementation effectiveness and close execution gaps.
 Monitor team performance and compliance through Phyzii reporting.
 Implement local strategies in alignment with national business objectives.

Key Skills & Competencies
Functional / Technical:
 Regional Sales Strategy & Target Achievement
 Leadership & Performance Management
 Business Forecasting & Distribution Management
 KOL & Key Account Management
 Data Analysis & Decision Making
 Execution Excellence & Compliance Orientation