Area Sales Manager - Mexico, ACG Capsules

Group Company

ACG Associated Capsules Pvt. Ltd.

Primary Responsibilities

Strategic and Planning

• Obtain/update market information on customers and competitors to enable the development of an appropriate commercial and marketing strategy.

• Identify potential customers, new projects, and new business opportunities to enhance ACG's results.

• Interact with industries in various segments (CP, Pharma, and Nutra) to ensure ACG's presence in the capsule market, as well as in the nutritional and supplement segments for athletes.

• Develop business development strategies to drive sales growth in the assigned area/zone for existing & new accounts in Pharma and Nutra

Functional

• Prepare the annual budget for Mexico and achieve the desired sales volumes

• Market/customer analysis, prioritization, & strategizing USPs to build differentiators & proactively devise a market penetration strategy basis competitor analysis

• Customer relationship management (across customer organization & levels)

• Closing sales/negotiating deals

• Providing timely information about products & services to customers

• Identifying new business opportunities (new prospects), generating new leads and growing the company’s customer base

• Conducting market research

• Acts as an internal champion for new customers

• Identifying new market segments

• Finding ways to expand the company’s reach

• Collaborating with complementors to spot new business opportunities

• Assertively & aggressively pursue qualifications at prospects

• Anticipating and overcoming initial qualification challenges or roadblocks, if any

• Identifying opportunities for cross selling and up-selling

• Implicit Need Identification

• Value Selling

Any other additional responsibility could be assigned to the role holder from time to time as a standalone project or regular work. The same would be suitably represented in the primary responsibilities and agreed between the incumbent, reporting officer and HR.

Key Result Areas

• New Customer Acquisition

• Revenue Generation through new Pharma & Nutra customers

• Contribution Margin

• Wallet Share improvement at new Pharma & Nutra customers.

• Market Penetration Vs Known Universe in Pharma & Nutra vertical

• Lead generation

• New Business (opportunity) pipeline and conversion rate

• Customer Feedback/Satisfaction

• Managing sales through channel partner/nominated agency

Key Interfaces

Internal Interfaces

• CSR

• Marketing

• Technical Service

• Operations

• Quality & Regulatory Affairs

• Product Management

• Finance

• Scientific Application Services

External Interfaces

• Customers  
• Channel partner/nominated agency

Competencies