Role Clarity: Business Development Manager
Reporting To: Zonal Sales Manager
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:
Market Research and Analysis
Customer Acquisition and Pipeline Development
Customer Relationship Management
Sales Process Management
Reporting and Performance Analysis
Key Responsibilities:
Prospecting and Customer Acquisition:
Conduct market research in the zone to identify industry trends, competition, potential customers and growth opportunities.
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.
Implement field level lead generation plan to build a pipeline of qualified leads. Generate at least 25 qualified leads per month.
MSL Development and Management:
Develop and update an MSL of a minimum of 150 potential customers every quarter for conversion, engagement, and building brand visibility
Regular meeting with identified potential customers to nurture relationships and explore business opportunities. Conduct at least 10 meetings with potential customers every day.
Customer Profiling and Needs Assessment:
Createa profiling of potential customers to understand their needs, desires. Identify customer pain points and business challenges through needs assessment.
Segment the customer based on criteria of A, B, C, and D Customer to prioritize outreach efforts.
Solution Offering:
Create and present the elevator pitch, tailored solutions, products and proposals that address customer needs and align with service offerings.
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.
Handle objections and close deals in collaboration with Zonal Managers to ensure customer conversion.
Account Management:
Schedule regular follow up visits with existing customers to review their needs, satisfaction levels, and any issues they may have.
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.
Sales Process Management:
Manage the end-to-end sales process from lead generation to contract closure and post-sales follow-up.
Log all sales activities daily in the LIMS Sales module to track progress, update records, and analyze sales performance metrics.
Prepare reports and presentations on sales performance, sales funnel status, and market insights every month.
Success Metrics:
Generate at least 25 qualified leads per month
Conduct a minimum of 10 meetings with potential customers daily
Achieve a 30% conversion rate on presented proposals
Achieve minimum 75% MSL productivity
ASK - Business Development Manager
Skills:
Prospecting and Lead Generation: Ability to identify and engage with potential customers through various channels.
Customer Relationship Management: Proficiency in building and maintaining strong customer relationships.
Customer Profiling and Segmentation: Understanding of customer profiling techniques to identify needs and pain points. Knowledge of customer segmentation criteria (A, B, C, and D) for targeted outreach.
Sales Presentation, Negotiation and Closing: Skills in creating and delivering compelling sales presentations. Proficiency in handling objections and closing deals effectively. Negotiation skills to reach mutually beneficial agreements with customers.
Assertive Communication: Strong verbal and written communication skills for effective customer interactions.
Knowledge:
Industry and Market Trends: Understanding of the trend, competition and developments in the healthcare industry.
Product and Service Knowledge: In-depth knowledge of the company's products and services. Familiarity with scientific literature detailing product features, benefits, and advantages.
Sales Processes and Techniques:Knowledge of end-to-end sales processes from lead generation to closure and account management.
Data Analysis and Reporting: Proficiency in analyzing sales performance metrics and market insights.
Self-Image:
Confident Professional: Views oneself as a confident and skilled sales professional capable of achieving targets.
Customer-Centric Approach: Identifies as a customer advocate who prioritizes understanding and meeting customer needs.
Resilient and Persistent: Views oneself as resilient and persistent, capable of overcoming challenges and setbacks.
Traits:
Proactive and Initiative-Taking: Naturally proactive, always seeking new opportunities and taking initiative.
Adaptable and Agile: Able to adapt to changing market conditions and customer needs.
Empathetic and Customer-Focused: Shows empathy and genuine concern for customer needs and challenges.
Results-Driven: Highly focused on achieving tangible results and meeting sales targets.
Sales Passionate: Enthusiastic and passionate about driving sales and achieving targets.
Motive:
Achievement-Oriented: Driven by the desire to achieve and exceed sales targets and performance metrics.
Professional Growth: Motivated by opportunities for professional development and career advancement.
Financial Growth: Driven by financial rewards and incentives associated with achieving sales targets.
Recognition and Impact: Motivated by recognition for contributions and achievements.
