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Senior Manager/Head Sales LATAM, ACG Engineering

Date: Nov 27, 2022

Location: Sao Paulo, Brazil

Company: ACG

Group Company


Job Objective

Deliver the sales targets and continuously strive to maintain and increase the market share of the assigned territory to achieve the overall ACGE sales strategy.

Primary Responsibilities

Strategic and planning
•    Prepares Annual Budget for the territory and achieves targeted sales volumes
•    Maintain and expand customer base in the area. Identify and actively search for new prospects, analyse the sales potential and plan sales activities for commercial development 
•    Ensures price realization and collection from the customers and distributers as per the credit limits.
•    Develop and manage an efficient sales network to improve sales performance
•    Regularly visit customers for sales & business development.
•    Conduct market research to understand competitors and market trends
•    Provide innovative ideas and suggestions to improve the market presence

•    Identify new product opportunities at existing and new prospects, coordinate for development of a customized viable solution and steer the concept to commercialization of the same. Collaboration with distributors along with the customer visits, closely monitor to avoid overlapping customers in the market between distributors.

•    Prepare and develop quarterly rolling forecasts for regular and new products and report the achievement, variances and relevant market information on the same on a monthly basis to zonal/regional sales head
Internal process 
•    Ensure that the CRM is updated accurately and the documentation for all existing and new business opportunities are completed as per the defined policies
•    Prepare MIS reports on a regular basis and develop timely action plan to meet the defined targets of the territory
•    Updates self with developments in pharma industry and how can the same be capitalized through innovative solutions
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

•    Sales volume 
o    Target
o    Growth % year on year 
•    Sales revenue 
o    Target
o    Growth % year on year 
•    Repeat order rate
•    Customer retention rate
•    Conversion rate (%tage of new leads converted in that territory)
•    % of sales & revenue generated from New products
(all the above key result areas are also applicable for distributor management)

Key Interfaces

Internal Interfaces
•    Zonal Sales (Target Setting)
•    Plant Operations
•    Quality and Regulatory affairs
•    Technical Service
•    Customer Service
•    Scientific Business Development
•    Planning, despatch & logistics

External Interfaces
•    Customers & Distributors
•    Government Authorities eg. Ministry of Health, regulatory agencies