Role Description
Role: Regional Sales Manager
The incumbent will have previous sales experience and a proven sales record. He/ she will manage a sales area and will be responsible for overseeing the sales of the product, establishing account relationships and practice development in the assigned territory, as well as proactively communicating with customers and potential prospect.
This role will be based in Mumbai reporting to Director Sales, Ortho.
Key Responsibilities
Sales Target
Achieve sales target, profitability goals and MBO in the assigned territory by:-
- Providing an annual sales plan in addition to quarterly updates, revisions and modifications for the plan
- Establishing annual and monthly sales objectives in coordination with the sales plan
- Analyzing sales performance, setting sales targets for team and performing sales forecast
- Designing and implementing sales strategies to grow different customer segments
- Allocating sales personnel to geographical and customer segments to drive uptakes and market access
- Work with qualified contracts to drive more cases
- Engage newly certified as well as inactive orthodontists in driving utilization rates in assigned territory
- Establishing a strong relationship with KOL/KDM; existing and new customers
Sales Process
- Manage and implement sales processes and applying internally developed sales framework to improve efficiency and effectiveness by:-
- Implementing sales methodology and framework GoClear
- Use of salesforce.com to track and manage AT’s database of clients
- Manage and consistently review sales processes for the improvement of sales personnel’s sales and activity performance
Product knowledge
- Maintain a high level of product knowledge and competence in Dental and/or Orthodontic medical equipment by:-
- Attending and participating in trade conventions, seminars and exhibitions
- Pro-actively keeping up and ahead of marketing and sales literatures.
People development
- Manage and develop Sales team by:-
- Supervising sales representatives to develop customer account plans and monitor their performnace
- Providing ongoing training to sales team to better their selling skills
- Coach and mentor team members as well as groom potential talents
- Establish quantitative and qualitative KPIs to measure staff performance and drive improvements
Operations
- To oversee administrative, budgetary and financial functions by:-
- Managing budget assigned to sales team and be accountable to justify ROI
- Adhering to all company policies, procedures and business ethics requirements and ensuring that they are communicated to and implemented within the team
Marketing
- Participate in the development of marketing plans and activities by:-
- Assisting to develop marketing campaigns to drive sales
- Monitoring competitor activities to capture market shares as well as drivinh access
- Maintain current knowledge of competitive business strategies and product pipeline and incorporating them into sales plan and strategies
Additional responsibilities:
- Ensure the effective fulfillment of assigned objectives and deadlines
- Drive and perform other duties as assigned
- Comply with all policies, practices and procedures
- Proactively participate in team efforts to achieve departmental and company goals
- Embrace ATEAM Values
- Provide support to audit processes and quality management system as required.
