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Position Title: Sales Manager – Private Medical College (PMC)
Location: Mumbai
Roles And Responsibilities
Relationship Management
- Maintain working and business relationship with all key stakeholders (PMC Top management, Procurement team, Biomedical, Doctors, Physicists), who will influence the complete sales cycle.
- Maintain a complete chart of the network with the role, contact of each of the stake holder and share the same with Varian management.
- Provide a calendar to regularly cover each of the stake holder and maintain a workflow with actions and updates.
- Engage Varian management and leadership to cover the critical stakeholders from time to time.
- Engage marketing to undertake such programs, that will be win-win for both the strategic account and Varian Medical Systems.
- Engage with Service to ensure that the service levels are as agreed and superior
All the above with an expectation to hold credible relationship and establish a high brand value for Varian.
Funnel Generation
- Understand and maintain a workbook on the current load, age of the current installations, expansion plans, infrastructure capability, current OIS and problems faced.
- Construct a 3-year funnel with insights into current level, timing of the opportunity and reasons to mature the opportunity.
- Share & present the funnel with Varian management and leadership to regularly provide visibility to the opportunity.
All the above with an expectation that the Strategic Account opportunity will be scientific and will be helpful to size the market and involve key leadership from Varian.
Opportunity conversion
- Generate techno commercial quotations either by self or with the help of Region sales covering the customer needs.
- Engage Varian management and leadership to strategically price the quotation.
- Follow-up & close the PO either by self or with help in a timely manner.
- Co-operate with Order review team and ensure that the PO from customer is logged into the system in a timely manner.
- Participate in sales calls and meetings to appropriately size project orders for the quarter and for the year.
All the above with an expectation that funnel generates orders for quarterly and annual expectations and budgets.
Order to Remittance
- Work with internal and external stakeholders to ensure that the orders mature into sales within the committed time.
- Participate in customer Kick off Project meetings with site solutions team and help set realistic expectations.
- Co-operate with Sales Admin team to ensure that the LC guidelines and PI are provided in time.
- Co-operate with customer. Site solutions and Sales Admin team to provide clean LC and import authorization in a timely manner.
- Escalate customer issues and challenges to execution in time to Varian Management in time.
- Participate in sales calls and meetings to project and execute revenue commitments for the quarter and for the year.
All the above with an expectation that the revenue budgets are met for the quarter and for the year and order execution meets customer satisfaction.
Account receivables
- Accountability and Ownership to ensure that account receivables from the strategic accounts to Varian is in good control.
- Co-operate with Services and help recover service receivables in time.
All the above to ensure that the strategic account AR record is healthy and will not be a barrier to execution and customer satisfaction.
Education/Experience
- Education in business, technical marketing, medical Physics (preferable) and/or sales experience of Radiotherapy with good understanding of medical technology and electronics.
- Minimum 5 years of selling experience to large strategic accounts with a PAN India footprint.
KNOWLEDGE
- Proven work experience as a Sales account manager
- Hands on experience in sales and an ability to deliver excellent customer experience.
- Ability to handle large contracts from commercial, legal, risks & execution standpoint.
- Ability to work with Key stakeholders, as well as cross functional teams.
- Knowledge of CRM software and MS Office (MS Excel in particular), MS PPT
- Understanding of sales performance metrics
- Excellent communication and negotiation skills
- Ability to deliver projects and answer inquiries on time.
- Business acumen with a problem-solving attitude
Who we are
: We are a team of more than 72,000 highly dedicated Healthineers in more than 70 countries. As a leader in medical technology, we constantly push the boundaries to create better outcomes and experiences for patients, no matter where they live or what health issues they are facing. Our portfolio is crucial for clinical decision-making and treatment pathways.
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