Zonal Sales Manager

Job Description – Zonal Sales Manager (ZSM)

Position: Zonal Sales Manager (ZSM)
Department: Sales & Marketing
Reporting To: State Sales Manager
Location: Zonal Headquarters / Assigned State

Job Purpose

The Zonal Sales Manager will be responsible for achieving sales targets, managing the sales team, developing business opportunities, strengthening relationships with doctors and distributors, and ensuring consistent growth across the assigned zone.

Key Responsibilities

• Achieve monthly, quarterly, and annual sales targets for the assigned zone.

• Lead, guide, and motivate Regional Sales Managers (RSMs), Area Sales Managers, and field sales teams.

• Prepare and implement effective zonal sales strategies and action plans.

• Conduct regular joint field working with team members to improve productivity and sales performance.

• Build and maintain strong professional relationships with doctors, distributors, stockists, and key customers.

• Identify new business opportunities and develop untapped markets.

• Monitor territory-wise sales performance, primary and secondary sales, and target achievement.

• Review sales reports and take corrective actions wherever required.

• Ensure effective product promotion and implementation of company strategies in the field.

• Monitor competitor activities, market trends, pricing, and customer feedback.

• Conduct regular review meetings with the sales team and provide performance guidance.

• Ensure proper follow-up of leads, orders, collections, and customer commitments.

• Support recruitment, training, onboarding, and development of sales team members.

• Ensure disciplined CRM usage, daily reporting, attendance, and field activity tracking.

• Coordinate with Head Office, Marketing, Finance, Supply Chain, and other departments for smooth business operations.

• Develop high-performing teams and create a culture of accountability, teamwork, and continuous improvement.

Key Performance Indicators (KPIs)

• Achievement of zonal sales targets.

• Month-on-month and year-on-year business growth.

• Primary and secondary sales performance.

• New customer/doctor and distributor development.

• Team productivity and target achievement.

• Field working and productive call performance.

• Customer and doctor relationship development.

• Collection and outstanding management.

• Team retention and development.

• CRM compliance and timely reporting.

• Market expansion and competitor management.

Skills & Competencies

• Strong leadership and team-management skills.

• Excellent communication, negotiation, and relationship-building abilities.

• Strong knowledge of sales and market development.

• Target-oriented and result-driven approach.

• Good analytical and decision-making skills.

• Strong field execution and coaching capability.

• Ability to motivate and develop sales teams.

• Good knowledge of CRM and MS Office.

• Willingness to travel extensively within the assigned zone.

Qualification & Experience

• Graduate degree required; MBA/PGDM in Sales & Marketing will be an advantage.

• 5–10 years of relevant sales experience, preferably in the pharmaceutical/healthcare industry.

• Prior experience managing RSM/ASM/field sales teams is preferred.

Ideal Candidate

A result-oriented sales leader who can build strong teams, develop long-term relationships with doctors and customers, identify new business opportunities, and consistently deliver sustainable growth for the assigned zone.

• It is a Full Time Sales / Business Development job for candidates with 6+ years of experience.