ZONAL MANAGER

Himalaya; Bengaluru; On-site; INR 1,800,000 - 3,000,000; Full time

Job summary

Himalaya seeks a proactive Zonal Manager to lead regional sales efforts in the assigned zone. The role requires steering forecasts, budgets, campaigns, and channel partnerships while closely coordinating with HO and field teams to sustain growth.

The incumbent will drive market intelligence, support RM development, coordinate product launches, and ensure timely reporting and governance across stockists and institutions in the zone.

Responsibilities

• Assist the sales manager in zone sales forecasts by providing yearly projections based on past sales and market potential.
• Provide a three month rolling forecast to HO on a monthly basis, unit-wise and product/pack-wise.
• Support and guide RMs in preparing region-wise sales budgets aligned with company objectives.
• Monitor the zone’s performance against targets and initiate corrective actions where needed.
• Explore opportunities to grow the business by expanding the zone’s market share.
• Contribute to market intelligence by reflecting customer trends and feeding back on promotional strategies.
• Report competitors’ activities and highlight future market potential.
• Review RM performance, motivate, and guide for career development and training needs.
• Maintain direct contact with selected customers (doctors, chemists, institutions) to gain hands-on experience, collect market information, and establish the company image.
• Serve as a vital link between HO and field activities.
• Cooperate with MRs/PSOs; visit territories with pre-defined objectives and provide coaching and follow-up.
• Drive promotional strategies and campaigns and liaise with HO for events and medical camps/seminars.
• Coordinate new product launches with concerned field staff in the zone.
• Oversee stockists’ activities: appoint stockists, ensure advance orders, monitor secondary sales, collect dues, and manage expiry/breakage settlements.
• Assist RMs in exploiting institutional business and assess institution potential, quoting rates per guidelines and liaising with ordering authorities.
• Monitor team activities and administrative duties, submit weekly/monthly reports, and ensure compliance with company norms.
• Review performance periodically and submit reports and recommendations as required.
• Recruit Trainee Medical Representatives and provide required training as needed.
• Participate in various projects as they arise.

Job description

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.

I Responsible for the achievement of a zone’s sales targets:

1. 1. 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.
2. 2. To provide the H.O. with a three month rolling forecast on a monthly basis(unit-wise and product/pack-wise).
3. 3. To support and guide the RMs in the preparation of the region-wise sales budget in accordance with Company’s objectives/guidelines.
4. 4. To monitor the zone’s achievement, vis-a-vis targets.
5. 5. To institute corrective actions, if the achievement does not match the Company’s objectives.
6. 6. 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.

1. 2. By providing feedback on the effectiveness of the our product promotional strategies.
2. 3. By reporting competitors’ activities
3. 4. By highlighting general market trends and future potential.

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

1. To understand the RMs behavior, influence their attitudes positively, motivate, provide guidance and knowledge for meeting challenges in the market.
2. 2. To support the RMs to develop themselves as potential candidates for their career growth, and to recommend and organize their training needs.

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

1. 1. To obtain hands-on experience and also to assess the effectiveness of the Company’s strategies.
2. 2. To collect and analyze market information as inputs for developing product promotional strategies.
3. 3. To exploit potential business.
4. 4. 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:

1. The ZM will visit the MR/PSO territories with specific objectives, which will be communicated by writing in advance to the MRs/PSOs/RMs.
2. 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:

1. 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.
2. 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

1. 1. To finalize the recommendations for the appointment of stockists.
2. 2. To ensure that the stockists place advance orders to the Company and promptly execute orders of wholesalers/retailers.
3. 3. To monitor secondary sales.
4. 4. To ensure prompt collection of dues from his zone.
5. 5. To do the necessary follow-up of outstandings, if any.
6. 6. 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

1. 1. To assist the RMs to exploit business from the institutional sector.
2. 2. 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

1. 1. 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.
2. 2. 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.
3. 3. 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 region, and submit all reports and recommendations as required.