Area Sales Manager
Thermo Fisher Scientific
India
54d ago

Job Description

Key Duties and Responsibilities :

A) Sales :

  • Preparation of Sales Forecasts for the territory / area
  • Execution of Sales targets and plan for the territory area
  • Implementation of Sales Plans for the territory / area and achieve the sales revenue target
  • Adherence to the Quarterly Rolling Sales Plan as communicated by the reporting manager
  • B) Account Receivables / Collections :

  • Achieving the collection targets for the territory / area
  • Follow up on EMD, Security deposits
  • Achievement of targets as per the Collection Plans every month
  • C) Credit Control Policies :

    Adherence and implementation of Credit Control Policies

    D) No Claim Certificate (NCC) :

    Obtain the No Claim Certificate from all the Distributors and Rep quarterly and ensure that the reconciliation is done half yearly

    E) Submission of Reports :

    Submission of all prescribed reports (Daily Sales Report, Monthly and Quarterly MIS, etc) and updation of data on SFDC

    F) Tour Plans :

    Preparation of monthly tour plan / schedule and submission to the reporting manager

    G) Market Intelligence Report (MIR) :

    Preparation of the Market Intelligence Report based on product performance, feedback on quality and submission to the reporting manager

    H) Market Expansion / New Markets :

  • Identification of new Key Accounts, Distributors / Channel partners and Direct trade opportunities.
  • Awareness regarding competitor’s activities in the market and information in terms of pricing, schemes, systems / procedures etc
  • Follow up with CPM and Marketing team for organizing exhibitions, live demos etc. as per business requirements in the territory / area
  • I) Distribution / Channel Management :

  • Handle the responsibility for Distributor Management and Direct selling including the accounts reconciliation. Compliance to the Credit Control Policies of the Company.
  • Maintenance of a professional rapport and no commitments / communication on business issues to be done verbally. All communication to have a written approval from the Commercial Leader

  • Establishment of an effective rapport with the Accounts team. Updation of the Distributor / Key accounts / Dealer accounts on an ongoing basis and compliance to all accounting policies
  • J) Marketing and Advertising :

    Follow the marketing and advertising strategies proposed by Marketing Head / CPM’s. Planning in advance the schemes, which suit the local market, region, market segment

    K) Other Operational Responsibilities :

  • Establishing a working rapport with the service counterparts and ensuring proper after sales service in your territory / area
  • Adherence to the company norms with regards to expenses guidelines by the Company.
  • Adherence to company norms with regards to financial commitments to the trade
  • Education / Qualification :

  • Electronics / Instrumentation Engineering background with MBA in Marketing
  • Graduate in Life Sciences with MBA / MMA / PG
  • Experience Requirements :

  • Track record of achievement in Sales, Marketing and Business Development roles
  • At least 4-6 years in the Consumables / Life Sciences / Healthcare instrumentation / Medical devices industry
  • Knowledge, Skills and Abilities required for this role :

    Knowledge :

  • In-depth knowledge of the life sciences / analytical industry
  • Knowledge of laboratory equipments business would be a distinct advantage
  • Skills :

  • Strong communication skills
  • Good analytical skills
  • Abilities :
  • Teamwork
  • Teamwork
  • Independent, quick decision making ability
  • Strong evidence of ability to implement and execute plans
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