Planning and budgeting
- Responsible for thorough analysis of market opportunities, trends in marketing environment, customers, competitors, the division’s resources, capabilities, weakness and historical performance and achievements.
- Setting qualitative & quantitative objectives for self and the team, describing how to achieve - the business to be generated, costs that will be incurred, capital required to execute the plan for next year (accurate forecasting).
- Guiding the salespeople how to develop their action plans (TTM, ELMS system) to ensure effective implementation of division business plan
- Implementing the business plan, and achieving the targeted sales and profit.
- Communicate the overall division objectives, cascading down the individual objectives and targets for each medical rep. Maintain daily plan and daily report.
- Weekly and monthly meeting to review the performance, receiving market feedback, discussing the market needs, customer complaints.. etc
- Ensure monitoring, guiding, coaching the team and evaluating the performance using KPI’s and comparing the actual outcome with the budget.
- Modifying the action plans or even develop new action plan and taking corrective actions if it is necessary.
- Judicially use the budget to achieve the division’s Sales budgets
- Significantly contribute to the achievement of the company’s business objectives
Sales & Marketing
- Develop annual sales strategy and budgets for the Veterinary Division and set sales targets for the sales team
- Establishes sales objectives by forecasting and developing annual sales quotas; projecting expected sales volume and profit for existing / new products
- Maintains sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors
- Conducts Sales Meetings regularly and review sales performance of the team.
- Formulate action plans that improve sales team productivity, customer-service standards and sales system improvements
- Plan participations in exhibitions, conferences, seminars, VET shows & develop PR programs
- Develop sales & market development strategies for the division to capitalize on prospective business opportunities and open New Business Channels while developing existing Business/Clients
- Develop market analysis, identify opportunities & do investment evaluation up to implementation and final realization
- Develop strong, professional trade relationship with important customers & strategic channel partners
Principal Management
- Maintain and improve relationship with Principals, Customers, Suppliers and Government authorities
- Develop in-depth understanding of principal portfolio & current AE portfolio gaps
- Development and implementation of strategies that help in growth of principal portfolio and product penetration across channels and geographies
- Develop marketing, sales and distribution plan in alignment with principals’ objectives
- Develop strong relationships with local and domestic principal representatives
- Align with Principals & AE regulatory team to develop regulatory strategies
- Maintain daily communication with principal team
- Oversee SKU level forecasting, volume bridges to drive forecast accuracy. Effectively analyze business trends to drive forecasting process and recommendations
- Analyzing customers’ feedback comments and complains to respond accordingly.
- Conducting customer satisfaction surveys to assess customers’ satisfaction level and take corrective actions.
Team Management & Motivation
- Accomplish people management objectives by recruiting, selecting, orienting and facilitating training for current / new employees
- Communicate job expectations and plan, monitor, appraise, and review job contributions through the organization Developing appropriate key performance indicators to measure the performance
- Partner with the Group Learning & Development team to identify training needs, formulate a training calendar that addresses identified development needs
- Mentoring of the Sales Team with regard to Sales Calls, Orders and Collection
- Conducting yearly appraisal for salespeople and review the goals, progress review comments and Critical incidents.