Area Sales Manager
Job Summary
The Area Sales Manager is responsible for driving sales objectives by leading, coaching, and developing a team of Sales Representatives within an assigned cluster. This role involves implementing sales strategies, monitoring performance through KPIs, and fostering professional growth within the team. Additionally, the manager acts as a key liaison between field sales and internal departments to ensure market potential is maximized.
Responsibilities
- Lead and coach Sales Representatives to meet territory targets.
- Develop team members through regular field visits and performance reviews.
- Implement sales strategies and analyze market trends.
- Liaise between field operations and internal departments.
Required Skills
- 5+ years medical device sales/management experience.
- Strong coaching and talent development capabilities.
- Data analysis and market trend interpretation.
- Strategic planning and process management.
Job Details
KEY RESULTS AREAS
People Management (60%)
- Drive sales team to achieve annual, team, and territory targets.
- Coach, appraise, and develop Sales Representatives.
- Monitor performance through regular reviews and KPIs.
- Motivate team and address underperformance proactively.
- Recruit, onboard, and train new Sales Representatives (certification within 90 days).
- Set, align, and track individual goals and IDPs.
- Ensure completion of training and development plans.
Sales Management (30%)
- Analyse sales performance, market trends, and reports.
- Implement cluster-level sales strategies and initiatives.
- Share sales and customer insights with stakeholders.
- Manage key customer relationships and service quality.
- Identify business opportunities and growth areas.
- Collaborate with Marketing, Product, and internal teams.
- Develop customer solutions aligned with business strategy.
- Attend training and cascade learnings to team.
Admin (10%)
- Submit reports and expenses on time.
- Coordinate meetings, events, and trade activities.
- Ensure effective communication across channels.
- Maintain compliance with company policies and regulations.
- Follow up on administrative tasks and reporting requirements.
COMPETENCIES
- Customer Focus: Prioritises customer needs, builds relationships, and drives customer value.
- Industry Knowledge: Understands products, competitors, and healthcare/medical market environment.
- Driving Results: Takes ownership, delivers outcomes, and resolves issues with urgency.
- Managing Processes: Plans effectively, organises resources, and ensures smooth execution.
- Leading with Vision: Inspires teams, communicates direction, and aligns goals with strategy.
- Strategic Thinking: Identifies opportunities, analyses trends, and prioritises key actions.
- Teamwork: Collaborates across teams and functions to achieve shared goals.
- Communication: Builds relationships, listens actively, and adapts communication style.
- Analytical Thinking: Uses data and insights to support decision-making.
- Continuous Learning: Seeks feedback, adapts quickly, and develops new skills.
- Talent Management: Identifies and hires strong talent; supports succession planning.
- Coaching & Development: Provides feedback, mentors team, and supports performance growth.
- Accountability: Sets expectations, tracks performance, and addresses gaps quickly.
Education/Experience Requirements
- Diploma/Degree in Business Management.
- At least 5 years medical device sales and/ or sales management experience.
- Demonstrated experience in managing a sales team within the medical industry.
- Experience in analyzing sales data and interpreting trends, implications, etc.
- Experience in developing, coaching and managing direct reports.