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Territory Account Manager

Territory Account Manager

Abiomed

4 - 6 years

4 - 8 Lacs

chennai

Posted:3 hours ago| Platform:

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Skills Required

medical devices distribution management sales nursing customer support budgeting key account management distribution network biomedical inventory

Work Mode

Work from Office

Job Type

Full Time

Job Description

Sell franchise products within a territory
Provide weekly and monthly sales action plan to manager, reflecting the activities required in each account to achieve sales objectives
Analyze sales reports to find opportunities, recognize routine problems; analyze causes and recommend solutions
Able to negotiate and close sales in routine situations, and with guidance when handling more complex deals
Participate in Trade Displays and Conference when required

Territory Management

Develop understanding of customer needs to identify sales opportunities
Identify tender/contract opportunities and work with colleagues to deliver
With guidance, develop an effective and efficient territory plan
Work with retailers and ensure that they are brand ambassadors for our products
Identify and train surgeons on new technologies and solutions through consult-in-surgery, one-on-one sales calls, one-to-many training sessions

Customer In-service Education & Training

Work with manager to identify customer in-service needs to support customer delivered healthcare services and use of products efficiently and effectively
Develop and maintain strong relationships with all levels of customers
With assistance, co-ordinate and deliver in-services education sessions
Advise marketing on customers in-service education resource needs

Key Account Management

With guidance, prepare a plan to optimize key account development and sales growth
Identify and document key customers and decision makers
Be aware of Key Account strategies for growth
Identify and optimize cross selling opportunities and work with managers/colleagues to realize these
Provide customer support on inventory, within company guideline

Product & Market Knowledge

Develop understanding and continually enhance personal understanding of products features, benefits, correct product application and usage and anatomy, physiology and medical procedure knowledge, through practical experience, training programs, and learning from key end-users
Able to demonstrate application/usage of products and differentiate them from competitors products
Develop understanding of competitive products, their features-advantages-benefits
Gather information on current practices, behaviors and attitudes
Vigilantly obtain usage data of all trained surgeons and monitor adoption

Distribution Management

Develop/implement distribution network for assigned territory
Ensure distributor health is as per agreed guidelines

Expense, Equipment and Samples

Judiciously manage AR, operating expenses, (transportation, A&P, entertainment, travel) while ensuring sustainable productivity
Seek prior approval for budget variations
Work within sample issue and co-ordination guidelines
Agree expense budget/guidelines with immediate Manager
Plan sample and expense utilization to optimize usage while remaining in budget

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