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Country Sales Manager

Mumbai, MH
Job Code:
  • Medical
  • Manufacturing & Production
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Job Details

To achieve national sales targets, margins, increase market share and manage expenses within budgets as stipulated by supporting and encouraging direct & indirect reports and ensuring alignment of Kanghui Orthopedics divisions objective. To practice efficient management at PAN India level in terms of organization, administration and expense planning and control. To engage and motivate the team under him to create the drive for excellent performance, mentor and develop the subordinates and inspire them to take on bigger responsibilities. To ensure high level of high quality selling skills, customer engagement and policy adherence. Visualizes and executes various events as per BCS norms and ensure compliance within sales organization. v KEY ACCOUNTABILITIESDriving Leadership and Culture Focus and lead the entire Kanghui Sales Team on delivering value for customers. Reinforce and promote Medtronic s core mission, vision, values and Code of Conduct and Demonstrate Medtronic traits in Day to day work. Ensure timely reporting from Regional Managers pertaining to key parameters like Secondary Sales, Market Share data, Distribution issues and Marketing initiatives. Drive Regional Managers to implement divisional objectives, strategies and financial norms.Revenue ResponsibilityResponsible for target revenue attainment (both Primary and Secondary Sales), profitability and achieving gross margin for Kanghui Orthopedics Division.Responsible for driving the Sales strategy for Kanghui portfolio by promoting products, keeping in mind the profitability while driving sales.To drive profitable product mix, revenue forecast on a monthly basis and control ASP erosion.Budget and control expenses and adhere to company policies and procedures. Business Management EffectivenessWork with Director, Marketing team, T&E team, Commercial Operations team, Regional Managers to implement plans to drive Medtronics market share for Kanghui products including product launches and evaluate the success on monthly basis on execution, effective utilization of promotion tools etc.Drive growth across Kanghui product portfolio by identifying barriers to therapy and planning initiatives to overcome the same.Identify, establish and maintain good working relationship with key decision makers, customers and channel partners as external stakeholders.Work closely in terms of engagement with Key Orthopedics and Trauma decision makers and influencers in the specific therapy area.To practice resource management in terms of handling different regions through their subordinates for organization, administration and expense planning, execution and customer engagement initiatives.To drive good quality of sales interface with customers, involving cross functional resources like SFE and Educational teams.Responsible for Marketing and Public relations.People Development and Performance Management Lead a diverse team across the country towards the sales strategy of the division by motivating them and building an effective sales organization through mentoring, coaching and feedback. Clearly communicate performance standards and performance gaps to the Regional managers, coach the Regional managers to coach their team Provide field supervision regularly to maintain high standards of execution of Department objectives. Motivate team to adhere to SFE practices and engage regularly in Talent Management Initiatives like IDP and coaching. Responsible to develop succession planning for entire sales vertical.Effective recruitment and Vacancy ManagementProactively take steps to manage vacancies and Recruit the right candidates in the TeamManage the Business of vacant territory by proper resource utilization so as to ensure nominal impact on business. Channel Management Focus on effective channel Management, managing distributors and collaborating with them to drive growth in sales volume. Ensuring implementation of best practices in terms of distributor review, Bank Guarantee coverage, credit limits and inventory levels with distributors.CommunicationCommunicate marketing plans / intelligence/competitor activity promptly, including potential sales leads, and information regarding product price or account activity to Director RTG and other appropriate company personnel. Submit monthly report of sales performance versus forecast, activities, product promotion etc. Provide information to benefit the research and development.Miscellaneous FunctionsRepresent company at industry conferences and maximize potential by targeting specific customers to gain sales leads, and pursue opportunities to promote the company s product range.Ensure Legal and ethical compliance in all activities which are undertaken.v KEY EXPERIENCES, SKILLS & ESSENTIAL ATTRIBUTES(Key experiences, skills and attributes that are most essential for the job incumbent to possess which will aid him/her in successful job performance)QUALIFICATIONS/EXPERIENCEEducation Bachelor in Science /B Pharma/ BE/ BTech in Biomedical Engineering / Bio-instrumentation, Electronics PG degree in Business Management Computer literacy including sound knowledge of the MS Office suite of software.Prior Experience which will be useful in current role Minimum 12 - 16 years sales experience in Trauma/Orthopedics Selling background and people management Experience of Distribution Management Willing to travel extensivelyPERFORMANCE SKILLSSkills required for successful performance in this RoleKey Experiences Required Experience of Selling complex product portfolio through the team Experience of handling Key Accounts and high valued customers. Experienced in Visualizing breakthrough Strategic Initiatives. Experience of handling PAN India role. Experience of Driving Change management initiatives. Experience in leading projects while working in dynamic environment. Demonstrated situations where he/she has worked with both external & internal teams collaborated & helped to come up with decisions & ideas that have helped the success of initiatives.Leadership Capability Ability to lead a team driving sales initiatives Speak openly, honestly and with conviction; have the courage to take appropriate risks and make difficult decisions. Make timely decisions at the right level with the right data, and support them once made Recognizes the worth of people reporting into him / herCommunication skills and Interpersonal skills Excellent communication and interpersonal skills Good verbal communicator and presenter Professional presentation and "Presence" Excellent negotiation skills to sell and deliver values to hospitals and drive initiatives. People and Relationship building Skills including Networking Skills Capable of communicating strategies/marketing plans /intelligence promptly and confidently to appropriate personnel
Degree: MBA/ PGDM

Additional Degree: BA (Arts) | B.Com. (Commerce) | B.Pharm. (Pharmacy) | B.Plan. (Planning) | B.Sc. (Science) | BBA/ BBM/ BBS | BCA (Computer Application) | Diploma-Other Diploma | B.Ed. (Education) | BHM (Hotel Management)

Experience: 12-16


Healthcare Sales | International Business | Medical Rep. | Medical/Pharmaceutical
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