Market Development Manager

Locations:

Hyderabad/Mumbai(No relocation cases, Locals preferred)

Market Development Manager

Description for Internal Candidates

You will be part of the India commercial team supporting the achievement of sales targets, responsible for the execution of activities to ensure uptake and access to technologies in all allocated accounts. This will include reassessing current reimbursement pathways for private and public hospitals. The work will be carried out in collaboration with the commercial team and at times other supporting departments (Market Access, HEOR, Marketing, Medical Marketing). This role reports to the Country Manager where there will be regular close alignment with CM, his sales team and distributor personnel in the field to secure a successful access for technologies.

Key activities imply:

• Provide tactical, economic and analytical insights in order to support a Sales approach that fosters and grows key c-suite relationships and potential partnerships.
• Support Market Access Director with data/information and market insight to enable work on improved coding, coverage, and payment for current and future technologies.
• Support Market Access driven reimbursement strategies by educating customers with approved collateral.
• In alignment with Market Access, responsible for developing relationships with medical device societies and patient advocacy groups to ensure patient access to our technology platform
• Work with Health Economics & Market Access Director on program-benchmarking, procedure, and efficiency analysis into meaningful recommendations and actions to improve/grow trabecular micro bypass programs.
• Support and navigate the purchaser/provider environment of private and public hospitals
• Development and update of business case including relevant items of interest depending on the stakeholder to be targeted in key commercial discussions
• Provide support and strategic insight to ensure all non-implanting hospitals have successful rate listing
• Map key decision makers within each private chain including local decision makers and together with Market Access, educate them on the benefits of including our technology in their private offering
• Support Market Access in the creation of value tools in order to help educate Ophthalmologists/referring Ophthalmologists on how to identify the best patient profile for our technology and ensure to guarantee the best available care for patients
• Provide tactical, economic and analytical insights in order to support the sales approach that fosters and grows key financial relationships and potential partnerships
• Use analytical and field economics insights provided by Medical Marketing and Health Economics as needed, to support center access developed and led by Market Access department together with distributor sales management.
• Translate customer data from economic, profitability analysis, program-benchmarking, procedure, and efficiency analysis into meaningful recommendations and actions to improve/grow trabecular micro bypass programs
• Help identify and leverage best data sources, ie hospital claims data and other specific “big-data” databases analyses
• Support the development and delivery of patient communication tools, India specific value propositions, value dossier tools and business cases etc that Market Access have produced, to support the sales team, ensure methodology, platforms and tools are available for deployment to support sales growth
• Collaborate with sales on specific hospital assessments to identify hospital stakeholders and barriers, trends, customer unmet need, insights, imperatives, stakeholder prioritization, market segmentation, targeting, messaging and positioning
• Generate ideas on how our products can serve as a solution to issues
• In support of Market Access, educate internal and external customers including KOLs on value proposition of product range, familiarization and detailed knowledge of clinical and health economic data.
• Ensure proactive regular in-field training visits/communication both with Indian commercial team, distributor partners and individually, to assist with any issues, to develop strong relationships within hospitals and to achieve successful reimbursement status

In partnership with Market Access, develop and train on private reimbursement process communication material (in collaboration with Country Manager) to ensure that commercial team/distributor can provide an initial overview to surgeons

Where needed and in collaboration with the commercial team, assist in the development of business reimbursement conversations/plans for surgeons providing information on the value of adding our technology into their practice

Provide support to the commercial team in working with key public sectors (Railways, Army, State Government and PSUs) in collaboration with distributor

Collaboration with Commercial, Med Marketing, MA, HE, RA, R&D , Legal etc and all other internal stakeholders who may be required to help with any strategy or tactics associated with market barriers for uptake and usage of existing products