Senior Zonal 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.

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