Job Description

The Position

Position title: Zonal Manager - South & West

Location: Mumbai or Bangalore

Role and Responsibilities:
(1) Sales Promotion & Strategy Implementation
\xe2\x97\x8f Leading Hybrid ( HCP & Retail ) , POCT a/c , Retail Chain and Pharma corporate business
\xe2\x97\x8f Communicate the sales promotion plan to RMs, ASMs and TMs of assigned area and supervise all sales and marketing activities to be executed as per the SOPs provided
\xe2\x97\x8f Ensure Customer centricity and agility in maintaining professional relationships with key stakeholders of Retail chain , pharma corporate, key thought leaders and business partners
\xe2\x97\x8f Ensure implementation of UPGRADE Strategy to iPDM (connected Meter) and future products through HCPs. / Retail and collaborating with the CPM Team for achieving the assigned goal of the organization
\xe2\x97\x8f Ensure execution of SKU wise and value wise monthly achievement of Region wise primary sales plan with achievement of pre aligned operating profit
\xe2\x97\x8f Ensure execution of SKU wise and value wise monthly achievement of Region wise secondary sales plan
\xe2\x97\x8f Review the Sales performance of the Zone and send regular feedback to RMs, ASMs and TMs
\xe2\x97\x8f Review the Business Hygiene and Reporting of the Zone and send regular feedback to RMs, ASMs and TMs
\xe2\x97\x8f Executing the sales promotion plan through regional and Area Sales team on a monthly basis
\xe2\x97\x8f Review the execution of the marketing campaigns through regional and Area Sales team as per assigned timelines and provide feedback on execution of the given marketing campaigns to HO
\xe2\x97\x8f Need to be proactive and prepare the team for future strategic approach and product launches

(2) Planning
\xe2\x97\x8f Assist Commercial head in strategy and planning for India by providing information on the market environment and competition landscape
\xe2\x97\x8f Review sales trend & provide rolling forecast every month with accuracy within the norms along with Commercial Effectiveness Team , Supply Chain & Finance
\xe2\x97\x8f Provide Field work connect with all RMs, / ASMs / TM as per the assigned coverage plan at Trade market
\xe2\x97\x8f Should ensure that all RMs, ASMs cover their TMs as per the coverage plan and execution of permanent journey plan
\xe2\x97\x8f Ensure the sales team\xe2\x80\x99s discipline through line of operations to completes daily reporting in SFDC and timely submission of their tour plans, monthly report, KSFs and expense statements
\xe2\x97\x8f Identifying new markets in his/her area for increasing the business prospects
\xe2\x97\x8f Ensure strategic support to Channel partners in liquidation planning and expansion opportunities

(3) Distribution Management
\xe2\x97\x8f Monitor super stockiest performance through defined KPIs of the assigned area
\xe2\x97\x8f Conduct due diligence and validate the new stockist appointments proposed by the field sales team
\xe2\x97\x8f Review Stockist Performance scorecard and ensure proper business hygiene in Zone as per norms of Logistics, Quality and Regulatory guidelines

(4) People Management
\xe2\x97\x8f Ensure monthly review of sales performance vis a vis targets and initiate corrective actions
\xe2\x97\x8f Ensure that RMs, ASMs and Territory Managers conduct business as per the Roche code of conduct and SHE norms
\xe2\x97\x8f Should analyze the training needed in coordination with the HR and Training Team to identify development action items of the team members and ensure successful execution of the same
\xe2\x97\x8f Ensure that the RMs, ASMs identify coaching needs based on IDP and coach on the identified areas of the team members and ensure successful execution of the same for their own direct reports
\xe2\x97\x8f Participate in the Team meetings and review for RMs, ASMs and TMs performance
\xe2\x97\x8f Ensure HR activities of the team members are completed within defined timelines
\xe2\x97\x8f Control attrition, conduct interviews and timely selection of team members and talent management
\xe2\x97\x8f Conduct regular appraisals, development recommendations, guide and provide feedback to the team members
\xe2\x97\x8f Provide collaboration between enabling functions and the sales team of zone

(5) Stakeholder Management
\xe2\x97\x8f Supply chain and logistics - need to be in regular connect for demand review and forecasting
\xe2\x97\x8f Marketing - Need to be aligned with marketing initiatives for HCP, Retail and conferences. He also needs to take the dotted line reporting of Zonal Marketing Lead
\xe2\x97\x8f Finance - need to be in regular connect for budget allocation, OP/GP, MO and margins
\xe2\x97\x8f Commercial Effectiveness - Work closely with Training
\xe2\x97\x8f P & C - Need to be aligned with P & C and active in people portal for hiring, transfer and other people related matters
\xe2\x97\x8f Medical - need to be aligned with MSA for all scientific affairs
\xe2\x97\x8f SFE - need to work closely with the SFE manager for salesforce effectiveness and incentives and targets
\xe2\x97\x8f KAM - need to be aligned with key accounts team

Education: Science Graduate, preferred MBA
Experience: 12-15 years of experience in Health Care MNC with minimum 7 years of experience in leadership and people management role

People Management: Yes

Who we are

At Roche, more than 100,000 people across 100 countries are pushing back the frontiers of healthcare. Working together, we\xe2\x80\x99ve become one of the world\xe2\x80\x99s leading research-focused healthcare groups. Our success is built on innovation, curiosity and diversity.

Roche is an Equal Opportunity Employer.

Roche