This position is responsible in the accomplishment of sales, coverage, merchandising and promotion objectives for Clients of ZPC within assigned accounts consistent with the Division’s and the Clients’ standards and policies.
He / she will create a strategic alliance with the assigned Clients and assigned accounts.
He / she will ensure completion of the sale cycle (e.g. booking of orders, delivery of the goods) and adhere to ethical standards and practices, financial responsibility and targeted best practices in order to meet and exceed customer (account) quality expectations
Duties and Responsibilities
Sales Quota Achieve assigned sales quotas by Account and by Clients as defined by the Company on a monthly, quarterly and annual basis;
and Fully understand and support ZPC’s and Clients’ objectives, approved strategies and promotional plans for all accounts.
Coverage Achieve specific account coverage and promotional goals as defined by his / her targets, the Company and Clients represented by the multiple lines of products.
Account Management Ensure the completion of the sales cycle Check stock inventory Negotiate with the customer on possible booking Book the order Follow-
up on deliveries Identify assigned accounts, representing products and services offered by the assigned Clients. In order to achieve this, he / she will : Be adequately trained on the products, services and business background of each of the Clients and lines he / she represents.
Identify and profile the individual orientations of all managers or key decision makers and staff members of the retail accounts.
Ensure the on-going positive relationship with each member of the account. Exhibit proper sales behaviors required before, during and after each call, in three basic types of calls (PR, Business Calls and Customer Service-
related Calls), and related activities (appointment setting, call scheduling, call follow-up, service checks, etc.)
Coordinate and communicate with other members of the sales force for his / her assigned accounts, utilizing : Routine account call and promotional plans Telephone with written instructions verifying details Formal and ad hoc presentations with and without the assistance of visual aids, laptops, or other equipment and presentation support materials (to be supplied and directed by the Clients).
Actively seeking continuous growth in personal and personal and professional capabilities
Routinely service all accounts. A Junior Sales Representative should implement Promotional Plans (PPs) under the directives of the Clients and other ZPC Managers.
The Junior Sales Representative shall provide input to PPs asked to be implemented by others in the company Plans must reflect Clients’ objectives, strategies and budget Plans must be consistent with ZPC policies, objectives and standards of conduct and behavior The Junior Sales Representative will implement approved chain headquarter plan-
o-grams and promotional pricing activities consistent with the established retail call procedures as directed by the Company For independent stores, the Junior Sales Representative will manage routine sales, promotions and other service requirements with emphasis on increasing unit volume of purchases.
Identification and pursuit of sales opportunities for the Clients. The Junior Sales Representative is responsible for : Creation of Awareness at the store level of on-
going or special promotions offered by the Clients Identification of sales opportunities for the Clients within the assigned territory Implementation of Clients’ strategies Negotiations at the account level on behalf of the Clients according to guidelines established by the Clients and ZPC Assist in carrying out merchandising activities
Creation and implementation of value-added programs and projects including : Implementation and regular use of sale solutions to all retail outlets, whenever necessary Channel management according to ZPC Clients and guidelines Benchmarking best practices in quality of account services Account promotional plans and programs according to directives set by the Client and communicated through the Company and Client Account Managers Implementation of Clients’ strategies, programs and projects Quality service checks of own and other accounts as may be assigned by management from time to time
Financial Analysis and Reporting Requirements Maximize account profitability and expense control Practice total quality management Ensure accurate accounting of activities Secure pre-
approval of expenditures from management, where required Seek sharing of cost programs and projects with Clients and / or accounts Maintain proper customer call and other records and reports Maximize order processing through direct order mechanisms Feedback to other divisions of ZPC as needed to ensure appropriate account servicing and management
Execution Activities Directs retail support activities and reports results on a weekly or monthly basis based upon period of the promotion Timely submission of all reports to the District Sales Manager Timely completion of all expense reports with appropriate documentation Call upon the accounts with precise regularity as defined by the account Take proper care of all company assets assigned
Competitive Activities Monitor new and existing competitors defined by the Client Understand competitive products as well as those of the Clients’ to be able to articulate the differences between the different products and services to the pharmacists and other account personnel
Expenses Manage expenses within allocated budget and submit expense reports according to standard policies and procedures
Authorized Forms : Weekly Highlight Report Proposal for Credit Memo (PCM) Monthly Expense Report Coverage Plan
Sales Solutions CRM Visit Plan Account Scheduling
Preferably College Graduate of any 4-year course
Preferably with Sales Background
Proficiency with Computer Applications (MS Office)
Comfortable working with numbers, including budget and basic math
Business Sense / Industry Knowhow
Consultative Selling Skills