Responsible for driving primary sales through product promotion in defined territory by meeting HCPs and para medical staff;
Coordinating with commercial / purchase authorities and channel partners for ensuring supply and liquidation of products.
Drive awareness and adoption through activations in his / her territory / accounts.
Essential Duties and Responsibilities
Strategic Imperative :
Drive awareness and adoption on intravenous (IV) solutions, Parenteral nutrition and drug delivery devices amongst Doctors in the assigned territories
Monthly account wise planning of secondary sales leading to primary sales for their territory / accounts
Weekly planning for coverage and calls
Monthly / quarterly sales forecast for defined territory
Quarterly activation planning
Drives adherence to SFE processes : , Call average, customer coverage, working days, SME trackers, prescription tracker, secondary sales and product sampling / demonstrations
To track all product and service quality related complaints and coordinate with National / Sales Manager / quality to ensure formal response and closure to complaints report it to PV & Quality
Competition & Market Mapping Track and gather market data, no. of indicated surgeries, gather and analyze competitor activities
P5 Implementation Implementation of Marketing strategy and activations as per defined GTM
Identify and drive business development initiatives in his / her current / new accounts including training and education of paramedical staff
Ensure speedy and adequate availability of products in his / her accounts
Achievement of monthly secondary sales target revenue numbers (SFE)
Alignment to P5 plan (Segmentation and Targeting) Deviation from MCL and account plan (WIP)
SME development As per defined list (WIP)
Market Activations as per GTM (SFE)
Drive for results
Data analysis and Problem solving skills
Planning and Prioritization
Consultative Selling skills
Product / Therapy / Competitor knowledge
Strategic key account management
Work with marketing to drive execution of campaigns and activations
Govt. and Corporate account sales target
Account planning & performance
Subject Matter Expert (SME) Management at account level
Pricing decisions at account level through competition mapping
Mission Critical Collaborators :
BaxSol and Corp Account Sales Team
B Pharma / BSc / Btech with Masters in Management would be add on .
7 plus years of experience desired in a reputed pharmaceutical / Medical device / Healthcare companies in Sales.
Key Skills and Experience
Strategic Perspective Effectively organizes data to identify trends, problems, and their causes.
Systematically evaluates opportunities and targets those with the greatest potential for producing positive results with the minimum amount of risk
Effectively articulates new and different ways of thinking and doing business
Translates concepts and ideas into actionable plans
Ability to resolve emerging issues using existing teams and / or an established network of expert consultants.
Demonstrate capability for scientific, creative and strategic thinking, championing ideas for positions, and an ability to present and maintain fair-balance during scientific discussions
Stays confident when challenged, stating the rationale for one’s viewpoint clearly while listening to and respecting others right to different opinions
Interpersonal Skills & Influence Adapts communication style to the audience in order to be heard
Establishes and maintains collegial peer-to-peer relationships with a wide range of external thought leaders including healthcare professionals.
Demonstrates organizational awareness and experience working on cross functional teams
Invests time in teamwork and developing collaborative relationships with other teams and individuals