Regional Sales Manager

The Associate Vice President – Sales (AVPS) is responsible for driving regional franchise expansion, primary and secondary sales growth, and achieving revenue targets. The role involves franchise recruitment, performance management of field teams, strengthening franchise relationships, ensuring timely collections, and executing strategic sales initiatives to enhance market penetration and business growth.

Key Responsibilities:

1. Franchise Development & Expansion:

i.Identify and appoint new franchise partners through ASHs in the assigned region.

ii.Conduct market research to identify potential business opportunities.

iii.Achieve monthly and annual franchise acquisition targets.

iv.Own welcome stock and repeat purchase targets for newly recruited franchises up to 1 year from opening date or until the shop moves to Category A & above (₹90,000 monthly purchase for continuous 3 months), whichever is earlier.

2. Sales & Revenue Growth:

i.Drive primary and secondary sales across assigned franchises.

ii.Monitor franchise performance and ensure achievement of assigned sales targets.

iii.Own existing shop purchase targets managed by FRMs in the region.

iv.Develop and implement sales promotion strategies to increase market share.

v.Track competitor activities and modify strategies accordingly.

3. Team Leadership & Development:

i.Recruit, train, coach, and mentor ASH, FRM, and FDM teams.

ii.Conduct regular field visits for performance reviews and joint calls.

iii.Prepare and review tour plans of FDMs and FRMs.

iv.Set KPIs and monitor individual and team performance.

v.Conduct performance appraisals and provide constructive feedback.

vi.Collaborate with Marketing, IT, Training, LGT, HR, and other departments for execution of regional strategies.

4. Relationship & Franchise Management:

i.Maintain strong relationships with franchise owners and business partners.

ii.Build and maintain relationships with Drug Inspectors, Collectors, and relevant government authorities.

iii.Provide product knowledge, training, and promotional support to franchise owners.

iv.Resolve franchise grievances and ensure high satisfaction levels.

v.Actively participate in social and business networks such as chambers of commerce, exhibitions, community groups, and professional associations to strengthen business presence.

5. Collections & Credit Control:

i.Ensure timely payment collections from franchise partners.

ii.Monitor outstanding receivables and reduce credit risk.

iii.Coordinate with the Accounts team for reconciliation and dispute resolution.

6. Market Development & Customer Management:

i.Develop relationships with doctors, pharmacists, hospitals, and distributors.

ii.Identify new business opportunities and market expansion strategies.

iii.Monitor competitor activities and provide market intelligence.

iv.Ensure customer satisfaction and retention.

7. Marketing & Promotional Activities:

i.Support execution of promotional campaigns and distribution of marketing materials.

ii.Organize regional meetings, product launches, and town halls.

iii.Guide franchise owners on effective local marketing initiatives.

8. Reporting & Compliance:

i.Submit daily, weekly, and monthly sales and performance reports.

ii.Coordinate with Legal and Documentation teams for agreements and compliance.

iii.Ensure strict adherence to company SOPs, policies, and regulatory guidelines.

Key Performance Indicators (KPIs):

i.Franchise acquisition targets (Monthly/Annual)

ii.Primary & Secondary Sales Achievement

iii.Repeat Purchase & Category Upgrade Targets

iv.Collection Efficiency & Outstanding Control

v.Team Productivity & KPI Achievement

vi.Market Expansion & Penetration Growth