ZBM-Chennai HQ Condor

Zonal Sales Manager

JOB DESCRIPTION

RoleZonal Business Manager

DesignationAssistant General Manager

FunctionSales

DepartmentDomestic Sales

Reporting toNational Business

Manager

Job GradeL6D L6C

Direct Reportees4 - 5

Indirect Reportees80 - 125

Role Objective:Oversee and manage the execution of sales strategies ensuring the achievement of sales targets while

maintaining compliance. Drive the overall growth profitability and competitive positioning of USVs pharmaceutical

products across the zone

KEY RESPONSIBILITIES

Business Development and Strategy

Drive improvement of underperforming headquarters to boost overall sales performance

Driveperformance of new brands to ensure effective market penetration and sustained brand equity

Ensure team adherence to compliance in sales processes through periodic audits

Develop and implement zonal sales plans and budgets aligned with national strategy

Drive classification of core customers to optimise prescription generation

Monitor industry practices new trends and product launches in Sales & Marketing and Sales Training

Support National Business Manager in strategy development by conducting competitor intelligence (CI) analysis

Support National Business Manager in implementing strategic change initiatives

Sales Management

Identify and tag key opinion leaders and ensure targeted conversion

Conduct structured and data-driven review meetings to optimise sales performance

Review coverage of Regional Business Manager and Area Business Manager standard visit list

Drive system adoption for real-time tracking of KPIs and performance metrics by utilising dashboards

Oversee development of progressive regions and Area Business Manager development to strengthen overall zonal

performance

Implement consequence management processes including smooth exits for underperformers / diluters

Collaborate with the Chronic Business team for Key Account Management

Support National Business Manager in managing resource allocation to optimise budget and manpower utilisation

Supply Chain Management

Verify discounts and validate credit notes in the field

Evaluate and recommend stockists in accordance with USVs policies and practices

Monitor supply chain by analysing market dynamics to develop competitive intelligence

Support National Business Manager in maintaining business hygiene such as stock expiry return percentages and

overdue credits

Validate the special rates approvals and ensure proper hygiene during the process

Reporting and Submission

Submit monthly tour plans reports and scientific activity documentation according to established norms

Ensure timely submission of all documents related to compliance department

Oversee governance for core category HCPs and ensure diligent follow-up on action plans

Stakeholder Engagement

Build and maintain strong relationships with Key Opinion Leaders to enhance brand positioning

Support National Business Manager in Independence Diabetes Center and Cardiac Care Center channel

management Validate potential mapping of key opinion leaders through chemist audits

Strengthen business outcomes by leveraging core customer connections

Collaborate with the corporate hospital business and institutions for enrolment and coverage of potential HCPs

People and Culture

Promote and embody the USV Credo

Promote fairness transparency and an unbiased approach in team management

Drive recruitment and induction to ensure job fit and culture fit candidates are onboarded within timelines

Resolve people issues and conflicts provide guidance to achieve harmonious and productive work environment

Develop a high-performance culture through periodic reviews coaching mentorship and talent development initiatives

Identify high-potential Area Business Managers in consultation with the Regional Business Manager and groom them

to take up the next role

Cultivate adaptability within the team to navigate market and organisational changes effectively

Foster team collaboration and encourage cross-functional coordination to achieve shared goals

Facilitate interactions with HCPs and Key Opinion Leaders to strengthen relationships and generate valuable insights

and returns for the organisation

STAKEHOLDER INTERACTION

Type of Interaction: Internal

Interaction with:Sales Associates Area Business Manager Regional Business Manager National Business Manager

Vice President Senior Vice President

Nature of Interaction:Routine communication in connection with specified tasks and handling escalations from

accounts. Communication requiring some level of diplomacy coordination synergy and sensitisation on IR matters

Type of Interaction: External

Interaction with:Healthcare Professionals / Clearing and Forwarding Agents / Stockist / Chemists

Nature of Interaction:Routine communication and Communication around escalated or difficult queries with customers

or clients influencing conflict resolution

JOB REQUIREMENTS

Professional Experience and Relevant Skills

Minimum of 12 years of overall experience and 8 years in Pharma Sales

Must possess leadership and strategic planning skills with resilience and reliability excel in communication and

networking have an analytical mindset embrace digital adoption manage teams with empathy demonstrate financial

acumen and exhibit excellent project management abilities. Additionally must display data-driven decision-making

proficiency with performance dashboards adaptability conflict resolution and negotiation skills for optimal

participation in events

Academic Qualifications & Certifications

Educational Qualification:Bachelor of Science (BSc) Graduate

Relevant Certifications:Advanced Certificate in Pharmaceutical Sales Management or relevant certificates

Functional Competency(Proficiency Levels from 1 5 with 1 being basic and 5 being mastery)

Achievement Orientation (3)

Digital fluency (3)

Data-driven decision-making (3)

Driving high performance in teams (3)

Customer centricity (3)

Behavioural Competency

Resilient - Calm Emotionally Stable Confident and Recovers quickly

Extrovert - Positive Sociable High on Energy Takes Charge Builds Trust and Tactful

Originality - Curious Practical approach and Adaptive to change

Accommodation - Team Player Collaborator Humble and Vocal

Consolidation - Structured planner Organised Focused Achievement Orientated and High on Integrity

Required Experience:

Director