SALES MANAGEMENT

TOPIC

: ROLE AND RESPONSIBILITY OF SALES MANAGER

Presented To:
Prof. S. Shrivastava Presented By: Ankush Akkalwar C-02 Date : 4/10/2011

JOB OPENINGS IN PHARMA INDUSTRY-MUMBAI 25Opening(s) Unidus Services (Manpower) Pvt. Ltd., hiring for Pharma Industry Summary Experience : 0 - 2 Years Location: Mumbai, Mumbai Suburbs Compensation : Rupees 50,000 - 2,25,000 REIMBURSMENTS Education : UG - B.Pharma - Pharmacy, B.Sc - Any Specialization, B.Tech/B.E. - Any Specialization PG - Any PG Course - Any Specialization Industry Type : Pharma/ Biotech/Clinical Research Role : Sales/BD Mgr Functional Area: Sales Posted Date : 30 Sep

Job Description Meeting with Gynaecologist to promote the concept of stem cell. i.e make them understand about the concept of stem cell. Stem Cells are non toxic cells and they are the master cell of our body. They can be useful for the treatment of cancer, diabetes. Desired Candidate Profile 1. Age 21yrs- 30yrs 2. B.sc., B.pharma, Biotech Graduate/ Freshers can also apply. 3. Experience of sales in pharma industry . 4. Should be a localite of Mumbai region. 5. Excellent communication skills.

Company Profile Client of Unidus Services Manpower Pvt. Ltd.

Contact Details Company Name : Unidus Services (Manpower) Pvt. Ltd. Website : Not Mentioned Executive Name : Pratima Address : Not Mentioned Email Address : response.unidus@gmail.com Telephone : 9967007461

Job Objective: Responsible for the development and performance of all sales activities in assigned market. Staffs and directs a sales team and provides leadership towards the achievement of maximum profitability and growth in line with company vision and values. Establishes plans and strategies to expand the customer base in the marketing area and contributes to the development of training and educational programs for clients and Account Executives.

Responsibilities:

Develops a business plan and sales strategy for the market that ensures attainment of company sales goals and profitability. Responsible for the performance and development of the Account Executives. Prepares action plans by individuals as well as by team for effective search of sales leads and prospects. Initiates and coordinates development of action plans to penetrate new markets.

Assists in the development and implementation of marketing plans as needed. Conducts one-on-one review with all Account Executives to build more effective communications, to understand training and development needs, and to provide insight for the improvement of Account Executives sales and activity performance. Provides timely feedback to senior management regarding performance. Provides timely, accurate, competitive pricing on all completed prospect applications submitted for pricing and approval, while striving to maintain maximum profit margin. Maintains accurate records of all pricings, sales, and activity reports submitted by Account Executives.

Creates and conducts proposal presentations and RFP responses. Assists Account Executives in preparation of proposals and presentations. Controls expenses to meet budget guidelines. Adheres to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team. Recruits, tests, and hires Account Executives based on criteria agreed upon by senior management

Relationships and Roles: Internal / External Cooperation Insures that all Account Executives meet or exceed all activity standards for prospecting calls, appointments, presentations, proposals and closes. Delegates authority and responsibility with accountability and followup. Sets examples for Account Executives in areas of personal character, commitment, organizational and selling skills, and work habits. Conducts regular coaching and counseling with Account Executives to build motivation and selling skills. Maintains contact with all clients in the market area to ensure high levels of client satisfaction. Demonstrates ability to interact and cooperate with all company employees.

Job Specifications: 5-7 years of experience in sales management. Experience with enterprise software solutions and large, complex organizations. Extensive experience in all aspects of Supplier Relationship Management. Strong understanding of customer and market dynamics and requirements. Willingness to travel and work in a global team of professionals. Proven leadership and ability to drive sales teams.

Person-profile template:

Personality Personal Situation Specific Job Skills Computer Skills Literacy and Numeracy Commercial Skills Management Ability

Example Profile - Sales and Marketing Executive

Personality: Self-driven, results-oriented with a positive outlook, and a clear focus on high quality and business profit. A natural forward planner who critically assesses own performance. Mature, credible, and comfortable in dealing with senior big company executives. Reliable, tolerant, and determined. Empathic communicator, able to see things from the other person's point of view. Well presented and businesslike. Sufficiently mobile and flexible to travel up to a few days a month within the UK. Keen for new experience, responsibility and accountability. Able to get on with others and be a team-player. Personal Situation: Must be mature and domestically secure. Able to spend one or two nights away per month without upsetting domestic situation. Able to commute reliably to office base. Able to work extended hours on occasions when required. May be striving financially but not desperate or in serious debt. Must have clean or near clean driving licence.

Specific Job Skills: Able to communicate and motivate via written media. Understands the principles of marketing and advertising cost-effectiveness, including market sector targeting, product offer development, features-benefitssolutions selling, cost per response, cost per conversion, etc. Appreciates need for consistency within company's branding and marketing mix, especially PR and the Internet. Experience of managing marketing agency activities useful. Computer skills: Must be adept in use of MS Office 2000 or later, particularly Excel and Word, and ideally Access or similar database to basic level, Internet and email. Literacy and Numeracy: Able to understand profit and loss calculations and basic business finance, e.g., gross margin percentages and calculations, depreciation, capital and revenue expenditure, cash-flow, overheads, etc. Must be a very competent writer of business letters, quotations and proposals.

Business and Selling Skills: Must be an excellent face-to-face and telephone communicator. Able to demonstrate success and experience managing major accounts customers and large contracts or even a business, particularly achieving genuine sales development. Ideal background would be in business support services; experience of washroom and contract cleaning industries would be particularly helpful. Experience of tenders would also be useful. Management Ability: Though internal staff management is not initially part of the job, responsibility and opportunity could grow with the development of the business, for example the prospect of recruiting and managing support telesales staff. Some people-management skills, experience and natural ability will be useful.