Strategic Imperative:
Baxter s clinically differentiated surgical care products support hemostasis, tissue sealing, reconstruction, tissue repair, intraoperative patient care and inhaled anesthesia. Our robust portfolio has been demonstrated to reduce intra- and post-operative complications, including complications that require costly blood transfusions and extend operating time. Less complications often translates into faster recovery for your patients and greater cost efficiencies.
The Area Sales Manager will Drive awareness and adoption on FLOSEAL Hemostatic Matrix and TISSEEL [Fibrin Sealant] amongst Healthcare professionals.
Planning
- Monthly account wise planning of secondary sales leading to primary sales for their territory/accounts
- Weekly planning for coverage and calls
- Monthly/quarterly sales forecast for defined territory
- Quarterly activation planning
Execution
- Drives adherence to SFE processes:, Call average, customer coverage, working days, SME trackers, prescription tracker, secondary sales and product sampling/demonstrations.
- To track all product and service quality related complaints and coordinate with National/Sales Manager/quality to ensure formal response and closure to complaints report it to PV & Quality
- Competition & Market Mapping -- Track and gather market data, no. of indicated surgeries, gather and analyze competitor activities.
- P5 Implementation Implementation of Marketing strategy and activations as per defined GTM
- Identify and drive business development initiatives in his/her current /new accounts including training and education of paramedical staff.
- Ensure speedy and adequate availability of products in his/her accounts.
Financial
- Achievement of monthly secondary sales target revenue numbers (SFE)
Non Financial
- Alignment to P5 plan (Segmentation and Targeting) Deviation from MCL and account plan (WIP)
- SME development As per defined list (WIP)
- Market Activations as per GTM (SFE)
Behavioral
- Drive for results.
- Persuasive Communication
- Data analysis and Problem-solving skills.
- Market Orientation
- Planning and Prioritization
- People Management
Functional:
- Consultative Selling skills
- Product/Therapy/Competitor knowledge
- Strategic key account management
- Negotiation skills
- Work with marketing to drive execution of campaigns and activations
- Govt. and Corporate account sales target
- Territory Performance
- Account planning & performance
- Activation Plan
- Subject Matter Expert (SME) Management at account level
- Pricing decisions at account level through competition mapping