Walter Bushnell

Designation :Zonal Manager

City :Mumbai


Experience:10 - 17 Years


Must be working as ZSM in a reputed PHARMACEUTICAL COMPANY

Business Achievement: 
In alignment with the medium term sales plan, develop and achieve a zonal sales plan which ensures monthly, quarterly and annual:
Top line achievement product wise and unit wise
Expense to sales ratio achievement - HQ wise
 Market share and prescription share gains in chosen RPM and therapeutic segments within the zone
Successful launch of new products
Business Planning for the zonal level with each HQ as a Profit Centre: 
Ensure effective planning and execution for resource deployment and utilization in alignment with prevailing strategy and policies of the organization for 
People (strength and HQ allocation)
Stock requirements (supply chain linked forecast
Expenditure (regional promotional budgets / campaigns, town coverage)
Samples and promotional material 
Ensure development of each HQ as profit centre by analysing reasons for variance and guiding the sales team
Participating in the evolution of annual marketing plans particularly with respect to key customer, KOLs, new products, existing products, doctor segment strategies and ensuring their execution in collaboration with marketing
Ensuring and planning cost effective expenditure of regional and zonal promotional budget
Understand and ensure the preparation and sharing of the incentive plan for 2LM, FLM and each FLE and cascade its implications and benefits for individuals
Plan and execute own and 2LMs tour programs and joint field work
Planning, Executing & Overseeing Call & Non Call Activities Ensuring that all sales related activities are performed within the allocated expense budget and that the expected ROI is delivered 
Structured and time bound joint field work primarily with FLEs/FLMs for developing 2LMs (second line managers) effectiveness and maintain a connect with FLEs /FLMs
Fixing weekly sales targets and review them regularly to track any shortfall in achieving these targets and accordingly take corrective action
Continuously reviewing activity, sales and other parameters with respect to KRAs of 2LM to ensure that it is achieved within the defined timeframe
Market Management and Development:
Problem solving escalated by 2LMs (including issue identification and resolution)
Coordinating materials management with reporting manager, distributors branch and HO for stock, promotional materials and samples
Analysis and interpretation of internal and external data (markets and competitors) with development of local/zonal strategies and initiatives for implementation 
Sales force effectiveness through process driven validation of customer lists, customer profiling, brand matrix and sales processes adherence and improvement .
Contingency planning and execution in the event of vacant areas or temporary loss of representation
Minimization of sales return, breakage and expiry from customers and taking timely remedial action.
Ensuring minimal outstanding by timely collections, strong recovery of over dues and promoting advance payment dealings in the zone
Interface with Sales Management
Reporting & Performance feedback with analysis of variances proposals improvement 
Implementation of strategic inputs from sales management & BU Head
Coordination with Head of Sales and need based corporate functions for zonal sales requirements
Stakeholder Management
Create and maintain effective key customer and KOL list for his/her zone
Regularly meet the key customers and KOLs
Develop a strong relationship with them through a keen understanding and recording of their motivations, needs and expectations and servicing requirements within company norms and MCI regulations
Implement corporate strategies and input utilization ensuring adequate ROI
Identifying and developing strong relationships with key stockists, referral chemists, doctor/trade/ other associations and key influencers of his/her zone
Identifying and retaining high performers in collaboration with Sales Head and HR
Managing, in coordination with Sales Head and HR, execution of key HR operations (recruitment, joining formalities, documentation, performance appraisals, incentive preparation, engagement activities, leave management, exit management amongst others) and initiatives (talent acquisition and performance management)
Analytical skills with regards to internal data & reports, secondary market research, industry and therapeutic trends

Insight into indications and therapeutic areas outside Walter Bushnells representative product market (RPM)
In-depth knowledge of the targeted indications and therapeutic areas with respect to patient flow, differential diagnosis, treatment options - efficacy, complications and concerns, underlying the scientific motivations of a medical practitioner in selecting a product 
In-depth knowledge of competing products.


Salary: Negotiable
Industry: Pharma / Biotech / Clinical Research
Functional Area: Sales, Retail, Business Development
Role Category: Sales/Business Development Manager
Role: Sales/Business Development Manager

Zonal sales manager /ZSM / ZBM / thirdline  manager / zonal head


Education:UG -B.Sc - Any Specialization, B.Pharma - Pharmacy
PG - Post Graduation Not Required
Doctorate - Any Doctorate - Any Specialization, Doctorate Not Required


Walter Bushnell, as a member of the Apeejay Stya &Svrán Group's Pharmaceutical Vertical, has a long and successful presence in India as one of India's most well-established pharmaceutical companies with a focus on the marketing of innovative therapies through science-led promotion. At Walter Bushnell, we have over the years introduced several unique, innovative and/or first-time-in-India products. As an indication of quality, products marketed by us are manufactured in varied state-of-the-art manufacturing plants with Schedule M, WHO-GMP, USFDA, EU, Japan, ISO 9001 and ISO 14001 accreditations respectively.
Walter Bushnell further works closely with the various Business Units of the Group's Pharma Vertical which include operations in:
Manufacturing of Formulations, APIs and Intermediates with Exports to Six Continents
Research & Development with numerous Global Patent Filings
Pharma Distribution - both Domestic and International 

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