Position – Sr. Sales Account Manager
Location – Chennai
Coverage – TN
Qualifications:
· Science Graduate + MBA preferred
· A minimum of 15+ of sales experience from healthcare industry preferably in medical device industry.
Role Overview:
Roles and Responsibilities
Lead and manage a high-performing sales team to achieve or surpass sales targets across TN ensuring alignment with company policies and objectives. As the State Manager, you will oversee people management, sales performance, market share expansion, key account management, distribution strategy, capability development, and sales force effectiveness. Additionally, you will design and implement high-growth business plans.
A deep understanding of the products under your responsibility, along with strong market insights, will be essential. You will be responsible for identifying customer needs, monitoring competitive trends, and fostering long-term relationships to enhance customer loyalty. Your goal is to position ASP as the preferred supplier in the region.
Sales Turnover
- Responsible for ASP- TS (Capital Equipment & Consumables) & HLD(Equipment and Consumables) portfolio
- Provide weekly and monthly sales action plans to manager, reflecting the activities required in each account to achieve sales objectives
- 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
Key Talents/Strengths for the Role
- Strong Leadership Skills
- Excellent problem solving & interpersonal skills
- Results-oriented with good negotiation &communications skill
- Strong business sense
- Demonstrated ability to build and maintain key business relationships internally and externally.
- Demonstrated ability to work both collaboratively and independently in a cross-functional and team-oriented environment.
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
- Identify and educate surgeons on right infection control practices 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 in hospitals
- With assistance, co-ordinate and deliver in-services education sessions
- Advise marketing on customer's in-service education resource needs
Key Account Management
- Prepare a plan to optimize key account development and sales growth by identifying opportunities
- 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 product's features, benefits, correct product application, through practical experience, training programs, and learning from key end-users
- Able to demonstrate application/usage of products and differentiate them from competitor's products
- Develop understanding of competitive products, their features-advantages-benefits
- Gather information on current practices, behaviors and attitudes
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
Corporate Ethics and Governance
- Maintain a responsible and ethical approach while actively pursuing business outcomes
- Conduct business within ethics and values
- Relationship with customers based on high ethical standard.
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