Territory Sales Incharge

**Hiring Location** **:Germany**

**Position**: Territory Sales Incharge

**Role Holder **:Individual Contributor

**Years of Experience** : 3 to 5 years

**Travel Percentage **:1 week to 15 days a month

**Travel Locations **:Germany, Spain, France

**Citizenship/Visa Preferences** : German

**Language Preference **: German, English, Spanish & French

**Industry Preference**: Selling Capsules, Excipients, API’s, Pharma packaging, Specialty chemicals to Pharma industry (B2B Sales).

**TIC**

**A. **Organization Context**

**Position Title**:
Territory Sales Incharge - Germany, France & Spain

**Employee Name**:
New Position

**Grade**:
M06

**Department**:
Sales

**Location**:
Germany

**Reports to**:
To be confirmed

**Reported by**:
None

**B. **Job Objective**
- Deliver the sales targets and continuously strive to maintain and increase the market share of the assigned territory to achieve the overall capsules’ sales strategy.

**C. **Primary responsibilities**

**Strategic and planning**
- Prepares Annual Budget for the territory and achieves targeted sales volumes

**Functional**

**Core**
- Establish, maintain, and expand customer base in the area. Identify and actively search for new prospects, analyse the sales potential and plan sales activities for commercial development
- Ensures price realization and collection from the customers as per the credit limits.
- Develop and manage an efficient sales network to improve sales performance
- Regularly visit customers for sales & business development.
- Conduct market research to understand competitors and market trends
- Provide innovative ideas and suggestions to improve the market presence
- Identify new product opportunities at existing and new prospects, coordinate for development of a customized viable solution and steer the concept to commercialization of the same.
- Prepare and develop quarterly rolling forecasts for regular and new products and report the achievement, variances and relevant market information on the same on a monthly basis to zonal/regional sales head

**Internal process**
- Ensure that the CRM is updated accurately and the documentation for all existing and new business opportunities are completed as per the defined policies
- Prepare MIS reports on a regular basis and develop timely action plan to meet the defined targets of the territory
- Updates self with developments in Nutraceutical industry and how can the same be capitalized through innovative solutions
- Any other additional responsibility could be assigned to the role holder from time to time as a standalone project or regular work. The same would be suitably represented in the Primary responsibilities and agreed between the incumbent, reporting officer and HR._

**D. **Key Result Areas**
- Sales volume
- Target
- Growth % year on year
- Sales revenue
- Target
- Growth % year on year
- Repeat order rate
- Customer retention rate
- Conversion rate (%tage of new leads converted in that territory)
- % of sales & revenue generated from New products

**E. **Key Interfaces**

**Internal Interfaces**

**External Interfaces**
- Zonal Sales (Target Setting)
- Plant Operations
- Quality and Regulatory affairs
- Technical Service
- Customer Service
- Scientific Business Development
- Planning, despatch & logistics
- Customers

**F. **Competency**

**Technical Competency - T Compass**

**Leadership Competency - L Compass**

**Competency**

**Level**

**Competency**

Level

Sales Strategy & Planning

Intermediate

Communication

4

Sales Process Management

Advanced

Problem Solving

4

Market Mapping

Advanced

Innovation

3

Customer Development

Advanced

Cross Functional Team Working

4

Technical Knowledge

Intermediate

Quality and Service Orientation

4

Delivering Consistent Results

4

Corporate Etiquette

4

**G. **Educational and Experience Requirements**

**Minimum Requirement**

**Desired**

**Level of Education**
- Graduation from Science stream
- MBA

**Experience**
- 3- 5 years in B2B sales management**Job Types**: Full-time, Regular / Permanent, Volunteer, Fresher

**Salary**: ₹2,000,000.00 - ₹4,000,000.00 per year

**Benefits**:

- Health insurance
- Provident Fund

Schedule:

- Day shift

Supplemental pay types:

- Performance bonus

Ability to commute/relocate:

- Chennai, Chennai - 600101, Tamil Nadu: Reliably commute or planning to relocate before starting work (preferred)

**Education**:

- Bachelor's (preferred)

**Experience**:

- total work: 8 years (preferred)
- Medical & Pharma Products sales: 8 years (preferred)
- Germany Country Sales: 3 years (preferred)

**Language**:

- German (preferred)
- Spanish (preferred)
- English (preferred)
- French (preferred)

Willingness to travel:

- 50% (preferred)