Asst Mgr, Business
Baxter
Gurgaon, HR IN
10h ago

Summary :

  • 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

    Planning

  • 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
  • Execution

  • 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
  • Financial

  • Achievement of monthly secondary sales target revenue numbers (SFE)
  • Non Financial

  • 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)
  • Behavioral

  • Drive for results
  • Persuasive Communication
  • Data analysis and Problem solving skills
  • Market Orientation
  • Planning and Prioritization
  • People Management
  • Functional :

  • Consultative Selling skills
  • Product / Therapy / Competitor knowledge
  • Strategic key account management
  • Negotiation skills
  • Work with marketing to drive execution of campaigns and activations
  • Govt. and Corporate account sales target
  • Territory Performance
  • Account planning & performance
  • Activation Plan
  • Subject Matter Expert (SME) Management at account level
  • Pricing decisions at account level through competition mapping
  • Mission Critical Collaborators :

  • Sales Manager
  • Marketing
  • BaxSol and Corp Account Sales Team
  • Qualification :

    B Pharma / BSc / Btech with Masters in Management would be add on .

    Experience :

    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
  • Apply
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