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 ofHLD ( 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 supportcustomer delivered healthcare services and use of products efficientlyand 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 customers 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 products 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 competitors products
• Develop understanding of competitive products theirfeatures-advantages-benefits
• Gather information on current practices behaviors and attitudes

Expense Equipment and Samples

• Judiciously manage AR operating expenses (transportation A&Pentertainment 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