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<p><strong>Position</strong> – Sr. Zonal Manager</p>
<p><strong>Location</strong> – Bangalore</p>
<p><strong>Coverage</strong> – Karnataka State</p>
<p><strong><u>Qualifications:</u></strong></p>
<p>· Science Graduate + MBA preferred</p>
<p>· A minimum of 6+ of sales experience from healthcare industry preferably in medical device industry.</p>
<p><strong><u>Role Overview:</u></strong></p>
<p>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.</p>
<p> </p>
<p><strong>Roles and Responsibilities</strong></p>
<p> </p>
<p><strong>Sales Turnover</strong></p>
<ul>
<li>Responsible for promoting complete ASP HLD portfolio</li>
<li>Provide weekly and monthly sales action plan to manager, reflecting the activities required in each account to achieve sales objectives</li>
<li>Able to negotiate and close sales in routine situations and with guidance when handling more complex deals</li>
<li>Participate in Trade Displays and Conference when required</li>
</ul>
<p><strong>Key Talents/Strengths for the Role</strong></p>
<ul>
<li>Strong Leadership Skills</li>
<li>Excellent problem solving & interpersonal skills</li>
<li>Results-oriented with good negotiation &communications skill</li>
<li>Strong business sense</li>
<li>Demonstrated ability to build and maintain key business relationships internally and externally.</li>
<li>Demonstrated ability to work both collaboratively and independently in a cross-functional and team-oriented environment.</li>
<li> </li>
</ul>
<p><strong>Territory Management</strong></p>
<ul>
<li>Develop understanding of customer needs to identify sales opportunities</li>
<li>Identify tender/contract opportunities and work with colleagues to deliver</li>
<li>With guidance, develop an effective and efficient territory plan</li>
<li>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</li>
</ul>
<p> </p>
<p><strong>Customer In-service Education & Training</strong></p>
<ul>
<li>Work with manager to identify customer in-service needs to support customer delivered healthcare services and use of products efficiently and effectively</li>
<li>Develop and maintain strong relationships with all levels of customers in hospitals</li>
<li>With assistance, co-ordinate and deliver in-services education sessions</li>
<li>Advise marketing on customer's in-service education resource needs</li>
</ul>
<p><strong>Key Account Management</strong></p>
<ul>
<li>Prepare a plan to optimize key account development and sales growth by identifying opportunities</li>
<li>Identify and document key customers and decision makers</li>
<li>Be aware of Key Account strategies for growth</li>
<li>Identify and optimize cross selling opportunities and work with managers/colleagues to realize these</li>
<li>Provide customer support on inventory, within company guideline</li>
</ul>
<p><strong>Product & Market Knowledge</strong></p>
<ul>
<li>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</li>
<li>Able to demonstrate application/usage of products and differentiate them from competitor's products</li>
<li>Develop understanding of competitive products, their features-advantages-benefits</li>
<li>Gather information on current practices, behaviors and attitudes</li>
</ul>
<p><strong>Expense, Equipment and Samples</strong></p>
<ul>
<li>Judiciously manage AR, operating expenses, (transportation, A&P, entertainment, travel) while ensuring sustainable productivity</li>
<li>Seek prior approval for budget variations</li>
<li>Work within sample issue and co-ordination guidelines</li>
<li>Agree expense budget/guidelines with immediate Manager</li>
<li>Plan sample and expense utilization to optimize usage while remaining in budget</li>
</ul>
<p><strong>Corporate Ethics and Governance</strong></p>
<ul>
<li>Maintain a responsible and ethical approach while actively pursuing business outcomes</li>
<li>Conduct business within ethics and values</li>
<li>Relationship with customers based on high ethical standards</li>
</ul>
