Regional Sales Manager

Abbott Laboratories; Hyderabad; On-site; INR 1,200,000 - 2,000,000; Full time

Job summary

Abbott Laboratories in India seeks a Regional Sales Manager to drive plan attainment and coordinate sales activities across the region, with a focus on growing sales, profits and market share.

You will build relationships with hospital decision makers and channel partners, develop territory strategies, lead a sales team, monitor performance, and ensure adherence to company policies while achieving revenue targets.

Qualifications

• Graduate in any discipline from reputed institute/ university.
• 10 – 15 years of sales experience including sub-continent regions.

Responsibilities

• Achieve plan, direct and coordinate sales activities and strategies across the assigned region in India and Subcontinent.
• Maintain high profile with key decision makers of hospitals and accounts in the region.
• Induct and maintain good relationships with channel partners.
• Develop territory strategy and implement Sales Cadence.
• Recruit, train, develop and motivate the sales team; provide guidance to sales and marketing staff.
• Plan and direct the sales team to achieve top-line and profitability goals; monitor performance.
• Conduct performance evaluations and take corrective actions when needed.
• Monitor product knowledge and selling capabilities; secure approval of area sales objectives and pricing policies.
• Ensure adherence to company sales policies and budget controls; assist HR with manpower planning and training.
• Manage margins, budgets and reliable sales forecasts; travel 50-60% as required.

Skills

Strategic planning

Project management

Analytical skills

Communication skills

Interpersonal skills

Presentation skills

Time management

Business needs

Problem solving

Computer literacy

Travel readiness

Education

Graduate degree

Job description

PRIMARY FUNCTIONS/ JOB DUTIES/ RESPONSIBILITIES/ ACCOUNTABILITIES

Primary Function / Primary Goals / Objectives: The Regional Sales Manager is responsible for achieving plan, directing and coordinating overall sales activities and strategies across the assigned region, while increasing sales, profits and market share on a long-term basis. Major Responsibilities:

• Maintains a high profile with key decision makers of hospital and accounts across assigned Region in India and Subcontinent.
• Inducting and maintaining good relationship with channel partners
• Overall territory strategy, working with data and aligning focus accordingly
• Implementation of Sales Cadence
• Recruits and hires sales personnel; Trains, develops and motivates the sales team
• Provides verbal and written guidance or input to the sales organization and marketing staff.
• Plans, assigns and directs the Sales team to achieve top line and profitability in their respective territories.
• Conducts performance evaluations and takes corrective action when deemed appropriate to do so.
• Monitors product knowledge and selling capabilities
• Develops and secures approval of area sales objectives and pricing policies.
• Assures adherence to Company Sales policies and procedures.
• Administers sales expense and actual per formance against budget on the area level. Assists Human Resources with manpower planning, personnel selection, development of performance standards, reviews, compensation, employee development and training.
• Manages profit margins to Company objectives.
• Plans budgets, sets area sales goals and assists in creating reliable sales forecasts.
• Promote adherence to EHS policies, procedures, rules and regulations.
• Communicate the organizations EHS commitment to employees at least annually Supervisory / Management Responsibilities: Exempts Non -Exempts Direct Reports: 4-6 Indirect Reports:

JOB SPECIFICATIONS

Minimum Skill, Education, Experience

• Graduate in any discipline from reputed institute/ university.
• 10 – 15 years of sales experience including sub-continent regions

KEY REQUIREMENTS: COMPETENCIES

• Excellent strategic planning and project management skills
• Good analytical skills
• Strong written and oral communication skills
• Strong interpersonal skills.
• A high degree of social confidence and presentation skills.
• Excellent time management skills; ability to set priorities
• Ability to determine short- and long-range business needs
• Must possess strong problem-solving techniques
• A high degree of computer literacy
• Must be willing to reside within the assigned area
• Must be willing to travel 50-60% during the work week.

Accountability / Scope: Summary of Position: Accountable for driving sales of SH Division in assigned region This position interfaces frequently with Field Sales, Marketing and the company's Customer Base. Interruptions are normal, routine and frequent. Travel schedule is extensive resulting in minimal office time. Compensation and recognition are tied directly to personal performance. Involves considerable freedom to structure and manage work independently. Evaluating information critically and making decisions based on the data are important. Social confidence and the ability to speak in a clear and articulate manner are important. Ability to read behavioral cues and establish/maintain close business relations is critical. Ability to persuade and influence without direct control is also important. Requires extensive short -term and long -term planning skills. Effective personnel management skills are critical.