Territory Sales Manager

GloCons Consulting Pvt. Ltd.
  • Bangalore
  • 3-7 lakh
  • 1-5 years
  • Views
  • 03 May 2018

  • Sales & Marketing

  • Hospitals/ Health Care
Job Description

Role Charter: Territory Sales Manager Location : Bangalore Report to : RSM Education : Graduate and post Graduate Experience : 2-5 yrs Candidates from dental and pharma field in Sales Scope - To identify and develop sales potential by effectively influencing dental clinicians and Company Dealers in order to ensure sales and revenue targets are met in line with Organisation objectives. Ability to apply the sales process to varied selling situations and with different customers, with the result that sales targets are met or exceeded. Analyse market business trends to develop and execute a territory business plan to capitalise on current and future opportunities within the local market. Key Responsibility - To be the customers expert on Company products and solutions. To coordinate and conduct sales meetings and product training for customers including training and vendor days with dealers & telesales teams. To effectively and professionally present to groups of dental care professionals. Develop and maintain good relationships with key personnel including all relevant sales and market personnel. To comply with all corporate governance requirements and regulatory requirements. Work with the Clinical Affairs Team with KOL meetings/ presentations. Assist in the training of new Territory Sales Managers. Collaborate on marketing programmes by monitoring and providing accurate tracking, reporting and follow up to ensure a consistent and professional marketing campaign. Be able to articulate business as well as clinical benefits of the products. Professionally manage and process customer complaints in accordance with Company procedures. Parameters for Success Key Matics Meet the requirements of the sales dashboard. Actual sales goals within budgeted expenses are attained and exceeded. Established key customer accounts ensuring a true business partnership. Growth in regional sales on focused products. Customer centric approach throughout Company awareness and support of brand and quality profession. Financial Targets Meets budget. Supports the Country organization financial targets. Competencies and Key Skills and Experience Key Leadership Behaviours Actively articulates and promotes organisation vision, strategy, objectives and values. Provide clear leadership and direction to direct reports through the setting and reviewing of objectives. Motivate team by inspiring trust and respect through decision making and awareness of individual team needs and requirements. Promotes high performance, innovation and adaptability to change and continuous improvement. Ensure a culture of commercial awareness and relationship management is shared and acted upon within the team. Engage as a strong team player with peers and the Leadership team. Can articulate job role, personal targets including sales targets, KPI targets with a current knowledge of position against target. Promotes high performance, innovation and continual improvement Qualifications: Educated to degree level or equivalent combination of education and experience Sales Experience is essential / Dental or Pharma consumable product sales experience preferred Commercial experience is essential Proven success and able to bring techniques and passion for best practice in this field Drive for results oriented. Ability to work individually and within a highly collaborative team environment. Experience: Excellent product and industry knowledge. Professional with proven ability to build appropriate relationships with key customers. Enthusiastic, efficient and highly organised desire to constantly improve efficiencies and customer focus. Excellent communication skills, including presentation skills. Structured and clear thinker ability to prioritise a demanding workload through business planning and territory management. Able to analyse business information such as Price Corrected Dealer Sales Out (PCDSO) to refine specific product and activity focus to achieve KPI targets on a monthly/cycle basis. Able to apply Professional Selling Skills principles to all dialogues. Skills: Computer literate: Word, Excel, Outlook, PowerPoint and CRM. Negotiation skills Presentations skills, the ability to communicate well to any audience. Confident, articulate with the ability to resolve conflict. Demonstrated problem solving and decision making abilities.


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GloCons Consulting Pvt. Ltd.