[Hiring] Regional Sales Manager @Avantor

Role Description

Supervises a team of account representatives to deliver commercial objectives and ensure consistent execution of customer engagement strategies across a defined customer base. Sets team priorities, monitors performance, and provides coaching to enhance sales effectiveness, customer experience, and CRM utilization. Contributes to operational planning and process improvement by analyzing sales data and customer feedback to identify trends, resolve escalated issues, and recommend enhancements to workflows and engagement methods. Coordinates cross-functionally to align team activities with broader business goals. Supports the implementation of new tools, standards, and commercial initiatives, playing a key role in driving continuous improvement within the account management function.

The Regional Sales Manager is accountable for selling operations at the regional level (Large & Small molecules) along with his/her team in order to achieve sales targets within the budgeted operating expenses.

Qualifications

• B.Sc./M.Sc/B.Pharm/M.Pharm/B.Tech (Biotechnology) (Biology/Bio Chemistry/Molecular Biology/ Biotechnology), MBA (Marketing) will be an added advantage
• 10-15 years of relevant experience
• Experience of managing large teams

Requirements

• Well acquainted with market dynamics
• Good market acceptability and references
• Analytical capabilities
• Ability to manage difficult customers
• Interpersonal skills
• Listening skills
• Communication Skills
• Negotiation Skills

Benefits

• Responsible for handling direct reports & ensure their success to achieve regional sales goals & objectives
• Responsible to achieve the given targets (annual, and quarterly sales targets)
• Prepare weekly projections of sales and collections
• Discuss the inputs/resources required to achieve targets - training, demonstrations, road shows, visits to special customers etc. and provide the same
• Visit customers to generate sales, achieve collections
• Provide sales projection to Supply Chain to enable them to plan procurement of products
• Direct selling operations in the region to achieve sales targets
• Monitor sales closely i.e. which customer is being visited and the status of sale; which products are selling well and which are not; intervene appropriately to achieve targets; ensure that orders are delivered in time
• Monitor collections to ensure that daily sales outstanding are within targets. Follow up with customers wherever necessary
• Encourage field enquiry, set up customer feedback systems, collect and collate competitor and price data
• Controls various administrative procedures such as stock movement, promotion material control, territory allocation/distributor allocation to optimize regional productivity
• To explore new territories for market development
• To identify and create new customer segments