Medical Sales Business Development

Business Development Executive/Sr. Executive/Asst. Manager/Manager

Company Name:

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Company details

Dr. B. Lal Clinical Laboratory, established in 1991, has been at the forefront of providing exemplary Pathological and Diagnostic solutions. With a commitment to incorporating the finest infrastructural and technological advancements in the global health sector, we have become a distinguished preference over the past 34+ years. Our relentless passion for delivering top-quality services, coupled with the unwavering trust of doctors and patients, has positioned us as a leader in reputed pathology lab networks.

Dr. B Lal Clinical Laboratory Pvt. Ltd. stands out as the only Pathology Lab Network with a remarkable presence of more than 130+ collection centers across Rajasthan. Our highly sophisticated Central Processing Laboratory, equipped with state-of-the-art technology, is complemented by ten regional laboratories strategically located in Kotputli, Bhilwara, Chittorgarh, Bikaner, Ajmer, Alwar, Sriganganagar, Jodhpur, Ahmedabad, Kota, Bharatpur, and Sikar. This expansive network enables us to provide prompt and efficient services to our valued customers.

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Days of Working:

Responsibilities

Role Definition:

The Business Development Specialist 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 market expansion goals

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:

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 different channels - Clinicians, Corporate hospitals,

SIS, Franchisee partners, Corporate Industry, etc. Reach out to a minimum of 200 new

prospects each month.

3. Implement a field-level lead generation plan to build a pipeline of qualified leads.

Generate at least 25 qualified leads per month.

MSL Development and Management:

1. Develop and update an MSL of a minimum 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.

Customer Profiling and Needs Assessment:

1. Create 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.

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.

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.

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 mia nimum 75% MSL productivity

Role Requirements:

1. Bachelors degree in science or a related field.

2. Demonstrated track record of success in sales and key account management,

particularly in the Healthcare sector.

3. Minimum 60% score in matriculation and higher secondary

4. Exceptional customer service skills, encompassing active listening, problem-solving,

and interpersonal communication. Strong written and verbal communication skills

5. Strong ability to establish and nurture rapport with key clients, while effectively managing multiple accounts concurrently. Proactive attitude with a result-oriented approach to sales and relationship management.

6. Demonstrated ability to work collaboratively in a team-based environment.

7. Willingness to travel as required for customer visits and business development initiatives.

Skills, Knowledge and Attitude:

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.
• Sales Presentation and Closing: Skills in creating and delivering compelling sales presentations. Proficiency in handling objections and closing deals effectively.
• Communication and Negotiation: Strong verbal and written communication skills for effective customer interactions. Negotiation skills to reach mutually beneficial agreements with customers.

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& 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.
• 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.
• Data Analysis and Reporting: Proficiency in analyzing sales performance metrics and market insights.

Self-Image:

• Confidence: Views oneself as a confident and skilled sales professional capable of achieving targets.
• Resilient and Persistent: Views oneself as resilient and persistent, capable of overcoming challenges and setbacks.

Motive:

• Professional Growth: Motivated by opportunities for professional development and career advancement.
• Financial Incentives: Driven by financial rewards and incentives associated with achieving sales targets.
• Recognition and Impact: Motivated by recognition for contributions and achievements.

Traits:

• Proactive and Initiative-Taking: Naturally proactive, always seeking new opportunities and taking initiative.
• Adaptable and Flexible: 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.

Interview process

1st Round: Telephonic

2nd Round: Virtual

Final Round: Face to Face

Any other additional information

Freshers are also eligible to apply. The internship will last 6 months, and the stipend will be Rs. 3,000/-. Post Internship - Salary will be 4 LPA

ATGS official Email: Priyanka ( priyanka@atgs.co.in )