Area Sales Manager/Regional Sales Manager - Bangalore Role Overview Managing the entire region & Meeting Sales Number Goals for self and Team. Territory Management, Performance Management, Review Management Building Relationships key stake holders Emphasizing Excellence, Negotiation, Tender management Results Driven, Sales Planning & forecasting , Managing Profitability, Distribution Management AR Collections Management & Customer Management Job Duties Meets regional sales financial objectives by forecasting requirements; preparing an annual budget; scheduling Marketing expenditure &analyzing variances; initiating corrective actions as and when required and ensuring the business outcomes are achieved every qtr. Maintains and expands customer base by driving team mates; building and maintaining rapport with top key customers identifying new customer opportunities in Key accounts for Trade /Top Corporate & Govt accounts and ensuring proper connect is made across the region through physical or digital mode Implementation of Mkt &sales Campaigns, tracking, and evaluating mktg spend across region Distribution Management: Ensuring inventory & secondary sales management across the region and providing right direction to team to monitor sales across each account. Updates knowledge of self & team (coordination with Mktg and training) Driving Sales of New products across region through proper handholding of team Being a part of middle management to be responsible for building up future pipeline for the team Keeping Awareness around competition activities across the region Key Behaviors Good interpersonal and communication skills. Proactive. Responsible and take ownership. Good aptitude Results-Driven. Customer-Centric - willingness to go the extra miles for customers both internally & externally. Strong teamwork Qualifications / Education / Experience / Skills Required B. Pharm/Bio medical, BSc- with MBA from good Business School) BE/ Bio Medical with background of marketing/ marketing concepts. 7+ years of Experience in capital equipment sales in Healthcare Industry. Candidates with previous experience in sales or customer service within medical devices industry especially in ICU environment would be an advantage. Having worked and dealing with Anesthetist and Intensivist will be an added advantage. Handled the western region or atleast 3 states out of 4 in South India will be desirable. Willing to travel 12-15 days in a month and having strong interpersonal skills is required. Specialized Or Essential Knowledge Required (Optional) Candidate with Nursing, Biomedical, Biotechnology or Science background preferred. Area Sales Manager/Regional Sales Manager - Bangalore Show more Show less
Position Sector / Department: Area Sales Manager – Ahmedabad, Gujarat Job Position Purpose / Summary: This position supports the Business Development Manager, Customer Management, Distribution Management, Primary and Secondary Sales Management, Tender Management, Key Account Manager. The specialist should be able to perform in-service equipment, support clinical cases and train physicians, staff and sales representatives. Job Position Scope: Report to Ortho Head Job Position Accountabilities / Expectations: Responsible for implementing marketing plans & campaigns MIPM / H&S in the assign region. Responsible to achieving and exceeding the assign sales targets of the region. Responsible for engaging the top KOLs of the territory and build sustained professional relationship with key opinion leaders. Responsible for Identify the key training needs of the customers and arrange the trainings on time-to-time basis and ensure therapy adaption. Responsible for identity the right channel partners, assign the right territory to the dealers, work & support them, to ensure territory expansion. Responsible for right Inventory Management at the dealer’s level to avoid product shortage. Responsible for collection of money from the dealers of sold goods in prescribed time. Responsible for training & developing the product knowledge & skill enhancement of the dealer. Responsible for preserving and protecting the sales margins of Company in every sale and ensure high profitability. Responsible for installation of machine post sales and ensure top level of post sales service. Ensure 90% coverage of public & private medical collages in the region and conduct demos of the technology. Must have the sound knowledge about procurement process in private and public hospitals. Responsible for the Market Intelligence related to his/her business vertical. Facilitates KOL Management by ensuring that that the marketing activities related to KOLs are planned and implemented. Key Leadership Behaviors: Good interpersonal and communication skills. Proactive. Responsible and take ownership. Good aptitude Results-Driven. Customer-Centric - willingness to go the extra miles for customers both internally & externally. Strong teamwork Qualifications / Education / Experience / Skills Required: B. Pharm/Bio medical, BSc- with MBA from good Business School) BE/ Bio Medical with background of marketing/ marketing concepts. 7+ years of Experience in capital equipment sales in Healthcare Industry. Candidates with previous experience in sales or customer service within medical devices industry especially in ICU environment would be an advantage. Having worked and dealing with Anesthetist and Intensivist will be an added advantage. Handled the western region or atleast 3 states out of 4 in South India will be desirable. Willing to travel 12-15 days in a month and having strong interpersonal skills is required. Specialized or Essential Knowledge Required (Optional): Candidate with Nursing, Biomedical, Biotechnology or Science background preferred. Show more Show less
Key Roles & Responsibilities Liaison with Sales Team for market research and understand customer segmentation. Translate customer requirements into actions for product and therapy development – Discussions with KOLs on procedural and product feedback Prepare and work on PSA contracts. Identify proctors appropriate for PSA. Plan marketing initiatives and training programs for each PSA Get PSA contract prepared and signed by Global Professional Education Team and each proctor after complete evaluation. Plan and conduct webinars. Patient awareness programs Case studies Clinical papers / white papers – collaborate with KOLs on study and liaison with medical writer to draft analyze data and draft the paper. Plan & execute Masterclasses / Training programs in collaboration with Sales team for new customers. Plan Masterclasses with Proctors in each zone Prepare budget sheet and take approvals as appropriate. Inform Proctor with approved dates and prepare for training program. Prepare participant list with Sales Team Arrange for participants’ travel to host city. Arrange collaterals for training. Manage on-ground arrangements – live cases, classroom training. Training for Orthopedics Prepare list of orthopedics ready to be trained. Discuss and plan masterclass with Proctors from Orthopedic / Pain Medicine department. Plan workshops (1 day/2 days) every quarter in each zone Plan peer-to-peer training for selected orthopedics Select proctor and plan for training on live cases. Arrange for travel to the location. Share reading materials and marketing collaterals for enhanced knowledge sharing. Participate in Orthopedic conferences to demonstrate our product portfolio and networking. Product Complaints – Liaison with Sales Team to understand the nature of product complaint. Raise complaint and send details to PIQ team for evaluation. Once acknowledged, collaborate with global team to request for repairing of faulty units and asking for a loaner unit. Team up with Supply Chain management team to get the faulty unit picked up and sent for repair and get loaner unit to India. Follow up on repair status and get the unit back in India. Send back loaner unit to US warehouse. Train sales personnel on product features and clinical data Product features – Coolief*, Game Ready & Med4Elite Pre-work Anatomy Customer Segmentation Marketing initiatives for customers Stock Management & Forecasting – Collaborate with Sales Team on understanding their requirement of stocks every quarter. Prepare Rolling forecast with National Business Head Share Rolling forecast with Supply Chain Head in India Monitor and check availability of STOs placed. Collaborate on fulfilling sample requests raised by Sales Teams Conference Participation Prepare list of all important Pain Management conferences that Avanos must participate for brand and product awareness in collaboration with Sales Team Connect with conference authorities for participation, discussing receivables against sponsorship. Arrange and prepare list of documents and share email with National Business Head for approval on sponsorship costs. Share required data with Finance and MDM team for vendor registration / update details where necessary. Follow up on payment processing. Arrange for stall fabrication through vendors, product demo, marketing collaterals to be put on display and sharing. Create marketing campaigns for product awareness – through KOL, hospital and channel management. Through media & press stories – associate with media journalists, public relations agencies/stringers to help publish successful patient case studies and product stories in print and digital media. Through Patient Awareness Camps – Identify doctors, hospitals, non-profit organizations, and patient groups to conduct patient awareness programs on pain pathway and screening for pain symptoms. CMEs, Hub & Spoke model workshops. Develop marketing collaterals as deemed appropriate by Sales Team for usage – brochures, standees, patient education materials using content available of Showpad. Liaison with and manage vendors: Coordinate with vendor for content sharing with customers. Design & print of marketing collaterals, stationery for training programs. Travel to personally connect with KOLs on marketing activities, training programs. Product Specialist