Regional Sales Manger

Job Summary

Supervise and coordinate the daily activities of sales representatives engaged in promoting and selling a product by phone or mail. Recommend changes to current sales techniques or procedures based on team performance and new selling techniques. May provide oversight to lower-level supervisor(s).

Regional Sales Manager is accountable for sales operations and collections in the assigned territory for Lab Chemicals & Consumable portfolio to achieve targeted sales volume. The incumbent is responsible to increase profitability, growth, market share and productivity in his/ her region.

ESSENTIAL FUNCTIONS:

- To formulate and execute strategy for the territory and business planning
- Accountable for setting monthly, quarterly and annual targets for the team (Front lines Sales) to ensure the targeted market growth. - Provide inputs to Product Management Group on competitor moves, strategies, new market trends and potential areas
- Selection and appointment of distributors. - Accountable to increase margin by reviewing and monitoring products mix and price realization - Communicates targets to distributors, facilitates and provides necessary support to help them achieve targets
- Accountable for development of market and new product establishment
- Effective succession planning by developing Accounts in the team
- Development of key accounts, markets and market share improvement
- Achievement of NC percentage and maintaining the working capital(DSO) for the branch

DEPARTMENT SPECIFIC/ON-GOING FUNCTIONS:

- Supervise and approve the tour programs, monthly sales and collection plan of team - Identify, categorize and visit key account customers with front line sales and identify new customers
- Achievement of 100% sales and net contribution targets - Coordinate for smooth execution of order and complaint resolution to enhance customer retention
- Ensure optimum productivity of field force according to the defined targets - Meeting distributors, monitoring movement of stock, taking of fresh order, collection of dues and ensuring delivery
- Implementation of sales and distribution systems and policies
- Working capital and hygiene parameters as per the norms

MINIMUM REQUIREMENTS:
**Education**:

- B.Sc. / M.Sc. in Life Sciences or any other equivalent stream

**Experience**:

- 10 -12 years of experience in the Life Science Industry out of which 5-6 years’ must experience in consumables portfolio handling

Preferred Skills/Qualifications:

- MBA/ PGDM (Marketing) would be preferred - Understanding of customer and market dynamics - Good knowledge of distributor network

Skills/Competencies:

- Communication
- People Management
- Time management
- Coaching and training
- Planning and prioritizing
- Process orientation

Other Skills:

- Analytical skills
- Negotiation skills

Regional Sales Manager would be required to interact with the following job roles to meet his/her accountabilities

Internal Interfaces

PMG and BD team, Marketing, Supply Chain, Quality Assurance

External Interfaces

Customers, Distributors and Competitors

WORKING CONDITIONS:
Office

Travel/ Fieldwork: 70% - 80%of the time

DISCLAIMER:
The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of employees assigned to this position.

DISCLAIMER:
The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of employees assigned to this position.

Avantor is proud to be an equal opportunity employer.

EEO Statement:
We recognize the value of diverse workforce and aim to create employment opportunities such that all employees achieve their full potential and work in an environment free of discrimination and harassment. We are an Equal Employment/Affirmative Action employer. We do not discriminate in hiring on the basis of sex, gender identity, sexual orientation, race, caste, color, religious creed, ethnicity, national origin, physical or mental disability, protected Veteran status, or any other characteristic protected by central, national, provincial or local laws.

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