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Sales manager- Job & Role

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Sales manager- Job & Role

  1. 1. Sales Manager-Job & Role Presented By Amol Chate Roll No. 5(A) SIMS –Marketing (2010-2012)
  2. 2. Management1. The act, manner, or practice of managing; handling, supervision, or control; management of a crisis; management of factory workers.2. The person or persons who control or direct a business or other enterprise.3. Skill in managing; executive ability.Definition of Manager:One who handles, controls, or directs, especially a. One who directs a business or other enterprise b. One who controls resources and expenditures, as of a household
  3. 3. THE FUNCTION OF THE FIELD SALES MANAGER• Planning Seeing Doing I. Planning what things need to be done How they should be done II. Leading people to pursue and achieve the desired objectives in accordance with established plans and schedules III. Dealing on a day to day basis with problems and difficulties that arise IV. Measuring the actual performance of people against desired goals and plans V. Taking necessary steps to close any gaps that exist
  4. 4. Planning1 . Provides management with immediate forecasts and long range plans for theachievement of budgets and quota objectives2. Plans and conducts regular sales meetings. Makes assignments in advance ofsuch meetings.3. Plans for the development and career path of sales people4. Frequently assesses sales people in order to determine training needs5. Carefully plans personal time6. Assists management in the development of sales forecasts7. Recommends sales policies to management8. Assigns sales territories9. Plans to achieve an agreed net per cent profit on sales10. Analyses markets to identify new customers and new prospects11. Plans the overall activity of personal sales team
  5. 5. Action1. Recruits quality people following approved selection procedures2. Continuously trains new and experienced sales people in basic attitudes, sales skills andproduct knowledge3 . Motivates and develops each of the sales people to achieve their full potential4. Discharges sales people with unsatisfactory performance levels within company policy andemployment law guidelines5. Communicates with sales people on a regular basis keeping them informed of all mattersaffecting their work6. Directs the activities of the sales team7. Support and directs the application of company sales and marketing promotional activityat the local level8. Consults with sales people and customers on problems of service, delivery etc.9. Maintains discipline10. Encourages sales people after failures and gives recognition where due for a job welldone.
  6. 6. Control1. Sets standards of work performance and conduct2. Establishes frequency of customer contact3. Maintains a record system to provide an analysis of performance of sales teamby each individual reporting4. Evaluates the performance of each individual sales person5. Constantly reviews the performance record of each sales person6. Determines in what areas performance is on target7. Investigates what areas are off target, investigates the cause of underperformance and takes immediate action to get on target
  7. 7. Sales Manager of Pharma/Biotech IndustryCustomer Targeting & Acquisition 1. To achieve sales target 2. To be an expert in Technical and Marketing knowledge relating to the brand and products 3. To initiate one-on-one discussions and meetings with doctors, pharmacists and other healthcare professionals on company’s range of products 4. To visit doctors in private integrated-medicine hospitals in order to convince them about prescribing company’s products 5. To gather and maintain information on the institutions and private clinics a specific doctor may be attached to
  8. 8. • 6. To understand the hospital set-up and obtain information on weekly/monthly/quarterly doctor gatherings in order to assist the marketing team in holding seminars. 7. To visit specific pharmacies primarily to ensure product range is listed and secondly to identify core prescribers and prescribing pattern of doctors promoting BioCare’s products. There are three types of target pharmacy: In-hospital pharmacies, Hospital-referring pharmacies and a limited number of Top Independent pharmacies in key residential areas
  9. 9. Administration and Supply Chain8. To provide a bi-weekly report of field work (e.g. doctorscalled upon and their suggestions)9. To provide a stock and sales statement on a monthly basis10. To ensure correct and timely delivery/implementation ofsamples and promotional materials, detailing to theconcerned doctors, smooth and successful delivery ofCMEs, Seminars, Conferences, Doctor meetings11. To maintain a detailed list of doctors visited, along withtheir contact information12. Having sales review meeting weekly within the team toidentify problems, discuss, analyze and solve them by takingcorrective action.