Territory Manager

Roles and Responsibilities:

• To over achieve sales revenue and market share targets for a specified regional territory, by promoting CRM products and therapies to doctors/ specialists.
• To practice effective account management, KOL management, promote the therapies, maintain product and technical competency and provide market information (MIS) on a timely basis
• Responsible for achieving Secondary AOP in terms of product units and revenue
• Ensure coverage of all accounts on the basis of customer segmentation within territory in agreement with the manager to maintain optimum level of exposure and effective time management.
• Maintain and expand existing business and develop new business opportunities.
• Responsible for identifying the customers/doctors and driving customer engagement activities, market development initiatives such as HF Clinic, Project Engage, Go Direct, KAM & Ecom . To create awareness about products and therapies
• In the cathlab, assist and provide support to doctors on implants
• Manage marketing expenses, spend on marketing programs for HCP
• Communicate marketing plans / intelligence/competitor activity promptly, including potential sales leads, and information regarding product price or account activity to appropriate company personnel.
• Recognize and understand competitive products, features, strengths in relation to the companys products and provide the information in agreed format on weekly basis to manager
• Would be responsible for KOL Management in terms of scheduling activities & planning effective customer engagement programs like CMEs and RTMs as per BCS compliance and maintaining productive relationships with them
• Plan and execute training and technical programs for Key Hospitals
• Engage non-prescribing customers, hospitals administrators, staffs to maintain productive relationship with them
• Acquire and maintain comprehensive clinical and technical product and therapy knowledge
• Acquiring knowledge about processes in the organization around marketing events request, product donation and discount request
• Responsible to participate around his/her Individual Development Plan in consultation with the manager
• Undertake distributor reviews in terms of understanding stock availability, daily co-ordination with distributors and monitor distributor customer relationship
• Develop and maintain accurate account and territory record
• Complete administrative reporting as assigned (for example: expense reports, account profiles and analysis, daily planners, competitive updates, etc.)

Must Have Minimum Requirements

• Bachelor in Science /B Pharma/ BE/ BTech in Biomedical Engineering / Bio-instrumentation, Electronics
• PG degree in Business Management (preferred)Exceptional interpersonal skills.
• 3 - 12 years sales experience in selling of knowledge based product from MNC/Company of repute
• Experience in CRM products like Pacemakers, ICD & CRT.
• Experience of handling revenue target more than 1 crore p. a.
• Willing to travel extensively and relocate as well
• Good verbal communicator and presenter Good command over English and Regional language
• Professional presentation and "Presence"
• Professional standard of written and verbal communication to sales
• Sound clinical and technical knowledge of Cardiac products would be an added advantage
• Strategic mindset in planning and driving marketing strategies and managing customers
• Customer focused: Should have an ability to engage the customers & partner to ramp up business support at the same time being able to deliver value.
• Demonstrated grit in handling challenging customers.
• Understanding and ability to collaborate with channel partners
• Good influencing and convincing skills
• Ability to work effectively in a team environment

Nice to Have

• Excellent communication and interpersonal skills: Good verbal communicator and presenter
• Professional presentation and "Presence"
• Can work autonomously but is also a team player
• Self motivated and positive
• Outgoing and friendly: Enthusiastic, energetic
• Can do” attitude
• Ability to quickly establish credibility with all levels of customer base
• Good time manager: Well organized, able to set and reset priorities
• Willingness to learn, especially technical information