Senior Zonal Account Manager

Position – Sr. Zonal Manager

Location – Bangalore

Coverage – Karnataka State

Qualifications:

·         Science Graduate + MBA preferred

·         A minimum of 6+ of sales experience from healthcare industry preferably in medical device industry.

Role Overview:

Achieves/exceeds sales targets for the designated Karnataka state, and in a manner, consistent with the company policy and goals.  The Individual Contributor is responsible for closing the sale of HLD ( Capital Equipment and  consumables) in Karnataka.  Should have thorough knowledge of the products responsible and maintain a good understanding of customers’ needs, as well as competitive developments in the market place. Develops long-term positive customer relationships, building loyalty and confidence in ASP as a preferred supplier.

Roles and Responsibilities

Sales Turnover

• Responsible for promoting complete ASP HLD portfolio
• Provide weekly and monthly sales action plan 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.
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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 standards