JD_new GM Sales
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The General Manager Sales is responsible for overseeing sales, marketing strategies, people management, performance management, and inventory management for the company. Specifically, the GM is tasked with forecasting annual sales, reviewing monthly sales targets and achievements, exploring new sales opportunities, developing marketing strategies with the marketing team, managing a team of sales executives, conducting performance reviews, organizing training programs, appointing and monitoring stockists, managing inventory levels, and ensuring timely reporting and adherence to company ethics. The GM works closely with various departments like marketing, HR, finance, and logistics to achieve sales targets and objectives.
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JD_new GM Sales
- 1. JOB DESCRIPTION DESIGNATION: General Manager Sales CURRENT INCUMBENT’S NAME: Govindarajan DEPARTMENT: Sales WORK LOCATION: Bangalore DATE: June 2010 KEY JOB DIMENSIONS Reports To: Managing Director Works in co-ordination with : Marketing Team, HR, Finance and Legal and Technical Services Direct Reportees: Executive - Sales Administration The duties and responsibilities mentioned below are only indicative. The management reserves the right to change and modify them as and when required based on the necessity of the Company. This JD is approved by: ____________________________ on: ________________________________ (Additional sheet can be attached if necessary) DUTIES AND RESPONSIBILITIES: Sales Management  Forecast annual sales and achieve the agreed upon sales objective for the year  Review the monthly sales targets established by the field managers to ensure the sales targets for territory and field staff are realistic and in accordance with the sales objective for the year  Review and analyze the monthly sales achievements of each territory and implement corrective action (promotion/marketing activities, expansion or cut-downs) as required where achievement falls behind targets  Explore and evaluate sales opportunities in new territories, deploy manpower where optimum sales can be generated, and direct managerial resources to reach targets consistently with information gathering and territory assessment  Make recommendations to MD with regard to territorial expansion, coverage, call pattern, competitive strategies, administrative issues and incentive programs Strategies and Schemes : Work closely with marketing team  Participate and actively contribute in developing marketing strategies and quarterly promotional input plans  Ensure sales incentive pay plan is in line with market and company requirements to ensure business objectives are met and field staffs are attracted to the company  Create awareness of sales incentive scheme among the field staff, ensuring they are attainable and high enough to reach overall sales targets People Management – Work closely with HR Head to  Make a thorough assessment of present and future vacancies of field, to ensure that each territory is sufficiently / correctly staffed with right number of people with appropriate skills at the right time.  Ensure the field managers adhere to the recruitment policy and procedure of Lu. India to ensure the right talent being recruited for the right position / territory
- 2. JOB DESCRIPTION  Provide and foster conducive work environment by emphasizing on talent retention and manage field force attrition level to less than 15%  Motivate and develop the competency of field managers(ZSM, RSM) through coaching, directing, joint field working, on-the-job training, assignments to help them meet their sales targets  Along with field manager provide necessary support in terms of coaching, directing, joint field working, on-the-job training, assignments to new and low performing PS to reach profitable level of sales in a year Performance Management - Works closely with executive sales administration  Review the half year and year end performance of new field staff and analyze the work norm report of existing PS and field managers and based on it identify performance issues if any and suggest solutions to achieve high levels of productivity  Manage performance through regular sales cycle meeting and regular contact with field managers (ZSM, TBM, TSM, ASM) out in the field  At the end of every quarter, identify underperformers/laggards to discuss the action plan for their development with MD Induction, Training and Development  Assist HR manager to design and conduct the company induction for new field staff  Assist HR manager to identify field staff sales training needs through surveys, focus groups, consultation with field managers etc.,  Work closely with HR to organize/outsource training for identified behavioral training needs  Work closely with marketing services to provide the field staff with information / technical training on the specified product/disease Stockist Management  Propose appointment of new stockist , taking into consideration the business need, opportunities, competition, geographic location, sales target and stockist potential etc  Assess the financial standing and other parameters of new stockist and submit the evaluation report to finance controller and MD to decide on the appointment  Keep track the performance of all major stockists (equivalent to 85% of sales in each state), monitor stock movement and if required eliminate non performing stockist Inventory Management  Develop inventory control measures to ensure availability of Lundbeck products in market at all times.  Review the monthly sales closing statements of all the C&F agents and analyze their business performance for improved profitability and growth, i.e. reporting and control, profit and loss statements, analysis of average monthly income, analysis of monthly sales performance, existing inventory vis-à -vis account balance  Review secondary sales report – zone wise, territory wise and recommend action plans  Work closely with the logistics assistant to ensure that the field staff is receiving the materials they require (samples, price lists, products, promotional inputs etc.) on a timely manner Receivables Management – Work closely with executive – MIS and logistics  Monitor the payment patterns of stockiest and review the stockist outstanding on an ongoing
- 3. JOB DESCRIPTION basis ï‚· Take adequate measures to minimize/eliminate stock losses by reducing damages, breakages and monitor the expiry. ï‚· Ensure timely settlement of claims arising out of breakage, expiry and return by replacement within the company defined policy ï‚· Assist finance controller with product pricing. Technical Services ï‚· Assist executive - sales administration to prepare production rolling plan (PRP) considering the sales targets, seasonal demands and average monthly sales etc ï‚· Take adequate measures to support ISPV monitoring and reporting Reporting ï‚· Ensure timely reporting and review weekly reports of ZM and RSM to analyse deviations and suggest corrective actions Lundbeck Ethics ï‚· Confirm to the Lundbeck code of ethics that reflects honesty, integrity and fairness in all its business dealings