National Key Account Manager - Medical Devices

This position is for national key accounts manager- MUMBAI based for a medical device MNC, a BIG name in medical and healthcare sector. This company is one of the top 3 in medical devices and healthcare sector

Please read the following parameters before you decide to apply:

- preference is for female candidates----hence advantage all females

- you must have total experience of 5 to 8 yrs out of which an experience of at least 3 to 4 yes working in managerial role

- you must be from medical or healthcare sector. If from medical devices sector is a HUGE PLUS. however female candidates from pharma sales can also apply

- MBA a must and if u are MBA from a reputed B school its a PLUS.

Job Description:

- Responsible for building relationship with customers and for developing the business in a district/territory/region for the franchise,

- This may involve developing new businesses, expanding into new territories and establishing new dealer network. Develops and implements sales strategies and objectives. Has in-depth knowledge for the products responsible, and a good understanding of DIAGNOSTIC RANGE products and service offerings. Has in-depth knowledge customer's needs and sharpened competitive knowledge and market trends. Through effective leadership, inspires, leads, directs, motivates, coaches and develops sales team to achieve/exceed sales target. Works with all levels of customer management, developing long-term positive customer relationships to increase customer satisfaction, and build loyalty and confidence in client for company as a preferred supplier.

Business Financial Results:

- Sell franchise products within a territory

- Understand customers’ needs and market potential, and set direction, strategies and plans to expand market and realize market potential

- Lead senior level negotiations optimizing contractual opportunities which cement long-term supply arrangements

- Analyze sales reports to proactively identify opportunities and at risk, re-prioritize resources to maximize sales opportunities

- Establish a monitoring system to ensure compliance with the sales plan on volume, price and value objectives for products

- Identify and direct action on tender opportunities through liaison and cooperation with appropriate departments

Territory Management:

- In-depth understanding of current and future customers’ needs and translate them into sales opportunities

- Direct the expansion of new accounts and account conversion

- Work in the field with each supervisor to achieve effective coverage of key accounts; maintain high level of customer rapport and reinforce company's commitment to superior customer services

- Analyze competitive market environment base on thorough knowledge of competitor's structure, culture, manpower, distribution, capabilities and weakness, as well as thorough knowledge of customer's support and preferences for competitive products and services

- Base on customers short and long term needs, competitive threats/environment, and current and future market trends, conduct SWOT analysis for the territory responsible

- Based on results of SWOT analysis, set direction, strategies and plans for the territory/region/key accounts, to achieve dept/functional goals; communicate plans and ensure they are understood by the team and related sales/marketing groups

- Develop a sales plan for each supervisor from the marketing plan; set realistic attainable sales objectives by account and product groups, and by monthly/quarterly/annual targets

Coach supervisor/individual contributor in the development of :

- an effective and efficient territory account coverage plan and customer call plans

- the development/implementation of key account strategies and plans for growth"

- Conduct regular account team reviews as a basis for challenging and improving both short and long term strategies and action plans

- Has expert knowledge of sales process and expert selling skills to make effective sales call, to teach others and to improve current selling process

- Sell in-surgery to keep up-to-date on our customer needs and market trends

Customer Satisfaction:

- Develop and maintain strong relationships with all levels of customers to achieve high levels of customer satisfaction

- Research and identify key customer's critical success factors as a basis for identifying innovative sales and service opportunities which will deliver improved customer business performance and healthcare outcomes

- Direct the development/implementation of strategies and plans to increase customer satisfaction, confidence and loyalty

- Design innovative customer support services/tender arrangements including E-initiatives and optimal use of company value-added services

- Set up appropriate systems, e.g., regular meetings with customers to obtain their feedback and monitor customer perceptions, and use feedback to improve performance

- Ensure compliance with the "Customer Complaints Procedure"; customer issues/ complaints are attended to promptly and professionally to customer's satisfaction

- Ensure appropriate problem solving strategies are used by sales team when dealing with product or service difficulties

Internal Business Processes:

- Manage internal relationships and processes enabling flexibility and responsiveness in drawing on internal specialists, accessing information and support as needed

- Optimize sales results through close alignment and cooperation with Franchise Marketing groups

- Use internal resources and own working knowledge of supply chain processes and principles of Health Economics as a basis for identifying opportunities for service innovation

- Provide relevant information to marketing and other support departments, to contribute to effective internal business processes, and to support effective decision making and actions across the organization

- Work with/involve appropriate functions when developing sales incentives programs

- Prepare and submit territory budget, including selling & marketing expenses

- Seek prior approval for budget variations

- Establish territory expense and revenue budgets for supervisors and monitor to ensure compliance

- Judiciously manage operating expenses, (transportation, A&P, entertainment, travel- while ensuring sustainable productivity

- Manage appropriate utilization of resources and equipment

- Plan sample and expense utilization to optimize usage while remaining in budget and guidelines, including meeting regulatory requirements

- Monitor customer credit worthiness to achieve accounts receivable objectives; ensure accounts receivables are monitored and managed to achieve objectives

- Monitor inventory level to meet inventory level objectives; ensure inventory levels are adequate in major product categories in accordance with inventory objectives

- Develop/implement distribution network for assigned territory

- Ensure distributor health is as per agreed guidelines

People Management:

- Ensure team consists of an appropriate mix of skills and abilities to optimize team performance

- Ensure an appropriate succession plan is in place; ensure we have adequate supply of talent to both the sales and marketing organization

- Develop strong teamwork, and cooperation in the team and with other functions through effective leadership

- Develop employees to build confidence and empowerment in dealing with customers issues; establish clearly defined boundaries for resolving issues

- Investigate and resolve issues which contribute to employee turnover

- Use effective interviewing and hiring skills (eg. Targeted Selection- to ensure high caliber recruitment

- Ensure compliance with performance management process for both self and team; conduct semi-annual performance evaluation of all supervisors; identify areas for improvement based on clearly identified needs of each supervisor

- Introduce individual development plans for each team member both as an outcome from performance reviews and for new employees

- Develop and implement training and development plans to address areas needing improvement

- Conduct monthly training /field coaching to supplement standard classroom training

- Conduct monthly meetings with sales team to disseminate, clarify, and explain company information and review business status

Self-Development:

- Identify specific actions to improve job performance in specific areas

- Participate in nominated training programs

- Active self-learning strategies to maintain knowledge

- Focused effort to achieve high levels of performance in knowledge tests and competency assessments related to training

- Effectively apply new learning on the job

Corporate Ethics:

- Communicate to sales team, their individual responsibility

- Participate in company's Credo programs

- Manage business within ethics and values expressed in Credo while actively pursuing business outcome

- Relationship with customers based on high ethical standards

- Communicate to Product Specialists and implement company policy and procedures on health and safety

- Post-graduation degree/diploma, preferably in Business Management from premier B-school

- Minimum of 6-8 years of work experience required.

- Minimum of 3-4 years experience in people manager role .

Global Leadership Profile:

- Integrity & Credo-based Actions

- Results & Performance Driven

- Sense of Urgency

- Strategic Thinking

- Big Picture Orientation

- Intellectual Curiosity

- Prudent Risk Taking

- Organization & Talent Development

- Collaboration & Teaming

- Self-Awareness & Adaptability

- Understand complaint & adverse event reporting responsibility and report such events within 24 hours of becoming aware – Applicable for JDs across all functions

- Attend applicable training sessions as well as complete mandatory on-line e University trainings and submit training records to the supervisor / franchise secretary and work as per the applicable SOPs and guidelines – Applicable for JDs across all functions

- Follow Bio-Safety practices while handling complaint samples and while working in the field –Applicable for Sales & Marketing personnel and QA personnel

- Use product samples, demo units when issued; for the designated purpose only –Applicable for Sales & Marketing personnel

- Report any evidence of product tampering, diversion and counterfeiting to the Brand Integrity function –Applicable for Sales & Marketing, Supply Chain and QA personnel

- Participate in execution of Field Action (Product Recall, Distribution of Field Safety Alerts, etc.- and complete the assigned tasks in a timely manner –Applicable for Sales & Marketing, Supply Chain, RA, QA, Legal, Corporate Communication personnel

- Promotional materials used in the field are duly approved through the Copy Review process - Applicable for Marketing personnel

Please apply if you fit the parameters ( females with MBA from good B school)

Kala Suresh
sapwood ventures pvt ltd