Regional Sales Manager

Position Title: Regional Sales Manager, IC

Experience- 12+ Years

Base Location: Mumbai

Geographical Scope: Western India

Role Type: People Manager (2nd line Leader role)

Interventional Cardiology (Drug Eluting Stents, Cutting Ballons, Drug Coated Ballons, Core products, Capital equipment)

Reports to: Business Head, West & South IC

The core objective of this role is to support the Business Unit of Cardiac Therapies in achieving the goals and objectives of the Division. To aid the achievement of customer satisfaction and business growth through focused business planning, Therapy development and people management.

Key Responsibilities

• Leadership:

  To create a productive and positive work environment, enabling the team to achieve its goals efficiently.
• Setting Clear Goals: Establishing clear, achievable goals for the team and ensuring everyone understands their roles in achieving these goals1.
• Delegating Tasks: Assigning tasks to team members based on their strengths and skills, and setting deadlines to ensure timely completion.
• Motivating Team Members: Encouraging and inspiring team members to perform at their best, recognizing their achievements, and providing constructive feedback.
• Monitoring Performance: Keeping track of team performance, providing regular updates, and addressing any issues or conflicts that arise.
• Providing Training and Development: Identifying training needs, offering coaching, and facilitating opportunities for professional growth.
• Effective Communication: Ensuring open and clear communication within the team, and acting as the main point of contact between the team and upper management.
• Strategic Planning: Developing strategies to achieve team objectives and making adjustments as necessary to stay on track.
• Problem-Solving: Addressing challenges and obstacles that the team encounters, and finding effective solutions to keep the team moving forward.

• Channel management:

• Coach and ensure that the team will regularly monitor and ensure adequate inventory levels of various products at the hospitals through regular interaction with the distributors.
• Ensure that the distributor is aligned with the primary plan on a monthly basis and proactively take all necessary steps for smooth and timely execution of orders.
• Ensure adequate supplies to all accounts, with no situations of secondary sales loss because of channel limitations
• For the business which is direct to hospitals, need to ensure rate contracts in place with supply terms and inventory levels clearly defined

• Drive Sales:

• Ensure delivery of primary and secondary sales objectives in line with objectives
• Drive customer engagement across territories, ensuring the sales team is driving adequate coverage
• Portfolio focus, selling in line with the organizations strategy
• Focus on product mix to drive bottom line objectives
• Maintain KOL connect, and have the ability to get an understanding of the market dynamics and trends
• Ensure proper sales funnel management, and adequate sales phasing

• Documentation

• Creating and Maintaining Records: Ensuring that all necessary documents are accurately created, updated, and maintained. This includes reports, manuals, guidelines, and other essential records.
• Ensuring Compliance: Making sure that all documentation complies with relevant laws, regulations, and organizational standards.
• Organizing and Storing Documents: Implementing systems for organizing and securely storing documents to ensure easy retrieval and confidentiality.
• Updating Documentation: Regularly reviewing and updating documents to reflect any changes in processes, regulations, or organizational policies.

• Review Responsibilities

• Reviewing Documents for Accuracy: Carefully examining documents to ensure they are accurate, complete, and free of errors.
• Compliance Checks: Verifying that documents meet all regulatory and procedural requirements.
• Providing Feedback: Offering constructive feedback to document authors and suggesting improvements or corrections.
• Reporting Findings: Preparing reports that summarize the findings of document reviews and highlighting any issues or discrepancies.

• Clinical Excellence

  :
• Is up to date and knows how to read and interpret clinical studies and data and is competent discussion partner to doctor
• Maintains the skills and knowledge to sell the entire product line to all applicable buying influences and can differentiate each product line against the competitor’s products in front of the customer.
• Ensure that self and team gets well trained in the new products that are to be launched to aid in successful launch. Monitor and ensure that the team uses PITCHER app to discuss on products and related trials consistently.

• Quality

  :
• As interface to Clients and Customer Service has direct responsibility to facilitate, share documents and process to identify, notify and ensure any complaint or problem are addressed, thereby demonstrating high commitment to Quality in all interactions and behaviors
• Drive as needed to support and facilitate any field corrective action related his/her scope
• Ensures that all products and advertisement have been through the appropriate approval processes, prior to sharing or publishing (LAR)

Quality System Requirements

In all actions, demonstrates a primary commitment to patient safety and product quality by maintaining compliance to the Quality Policy and all other documented quality processes and procedures.

For those individuals that supervise others, the following statements are applicable:

• Assures that appropriate resources (personnel, tools, etc.) are maintained in order to assure Quality System compliance and adherence to the BSC Quality Policy.
• Establishes and promotes a work environment that supports the Quality Policy and Quality System.

Management Requirements

• May lead a group or team of employees in the achievement of organizational goals. Guide, coach, direct, and develop direct reports, and if applicable, drive those practices throughout their organization.
• Foster a diverse workplace that enables all participants to contribute to their full potential in pursuit of organizational objectives.
• May direct and control the activities and budget of one or more functional areas, divisions, product groups, projects/programs and/or operations.
• Monitor and ensure compliance with company policies and procedures (e.g. federal/country and regulatory requirements).

Job Scope and Leveling Guidelines

Scope

Accomplishes tasks mainly through direct supervision of support and entry level professional employees. Monitors progress toward regional goals; monitors marketing activities within the allocated budget for the region. Receives task-oriented work assignments that are subject to a moderate level of control and review. Directs subordinates to complete assignments using established guidelines, procedures, and policies.

Supervision Received

Works under general supervision. Receives limited supervision on standard issues, and detailed instructions on new assignments. Work is reviewed for soundness of judgment, overall quality, efficiency, and accuracy.

Supervision Provided

Provides direction and guidance to predominantly support and entry level professional personnel; assigns tasks, checks work at frequent intervals and maintains schedules. Evaluates performance of and assists in career development planning for subordinates.

Job Complexity

Works on issues of limited scope. Follows established practices and procedures in analyzing situations or data from which answers can be readily obtained. Requires full knowledge of own area of functional responsibility.

Policy Involvement

Administers and executes policies and procedures that typically affect individual subordinate employees. Develops and/or identifies new work processes and the improved utilization of human and material resources within the assigned area or related departments.

Operations Involvement/Direct Work Involvement

Monitors daily operations of the region and actively assists, or provides direction to, subordinates as required. Investigates and solves basic problems that impact work processes and personnel within a unit or department. May perform, especially in staff or professional groups, ongoing operational tasks of organizational units.

Project Involvement

May participate in department project teams.

Planning and Organization

Schedules human and material resources within the region or section in conjunction with near-term plans to ensure their availability; carries out operations within an established budget.