Business Development Manager

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Role Clarity: Business Development Manager

Reporting To

Role Definition:

The Business Development Manager is responsible for driving growth by identifying and acquiring new customers within the zone. This role involves prospecting, customer profiling, building relationships, and promoting the organization's brand and services to achieve sales targets and expand the market.

Deliverables:

1. Market Research and Analysis
2. Customer Acquisition and Pipeline Development
3. Customer Relationship Management
4. Sales Process Management
5. Reporting and Performance Analysis

Key Responsibilities:

1. Prospecting and Customer Acquisition:

1. Conduct market research in the zone to identify industry trends, competition, potential customers and growth opportunities.
2. Prospect potential customers from various channels, including clinicians, Corporate hospitals, SIS, Franchisee partners, and corporate industries. Reach out to a minimum of 200 new prospects each month.
3. Implement field level lead generation plan to build a pipeline of qualified leads. Generate at least 25 qualified leads per month.

2. MSL Development and Management:

1. Develop and update an MSL of a minimum of 150 potential customers every quarter for conversion, engagement, and building brand visibility
2. Regular meeting with identified potential customers to nurture relationships and explore business opportunities. Conduct at least 10 meetings with potential customers every day.

3. Customer Profiling and Needs Assessment:

1. Createa profiling of potential customers to understand their needs, desires. Identify customer pain points and business challenges through needs assessment.
2. Segment the customer based on criteria of A, B, C, and D Customer to prioritize outreach efforts.

4. Solution Offering:

1. Create and present the elevator pitch, tailored solutions, products and proposals that address customer needs and align with service offerings.
2. Collaborate with the Product and Centre of Excellence team to develop and manage scientific content and promotional materials for effective communication with customers. Communicate scientific literature detailing product features, benefits, and advantages to the target audience.
3. Handle objections and close deals in collaboration with Zonal Managers to ensure customer conversion.

5. Account Management:

1. Schedule regular follow up visits with existing customers to review their needs, satisfaction levels, and any issues they may have.
2. Plan and execute business activities such as RTMs,CMEs, Product-led scientific seminars, and other community engagement based on business needs and objectives. Engage a minimum of 30% of MSL through such activities every quarter.

6. Sales Process Management:

1. Manage the end-to-end sales process from lead generation to contract closure and post-sales follow-up.
2. Log all sales activities daily in the LIMS Sales module to track progress, update records, and analyze sales performance metrics.
3. Prepare reports and presentations on sales performance, sales funnel status, and market insights every month.

Success Metrics:

1. Generate at least 25 qualified leads per month
2. Conduct a minimum of 10 meetings with potential customers daily
3. Achieve a 30% conversion rate on presented proposals
4. Achieve minimum 75% MSL productivity