Business Development Manager GS - West

CONMED Corporation; Mumbai; On-site; INR 4,000,000 - 6,000,000; Full time

Job summary

CONMED Corporation in Mumbai seeks a high-visibility leader to drive the India strategy for the General Surgery product portfolio. You will collaborate with finance, supply chain, operations, and service teams to grow sales and expand market coverage.

You will oversee a pan-India specialist team, develop KPIs, manage the sales force to meet targets, engage with demand planning on new products, and build relationships with key decision makers, surgeons, and HODs.

Responsibilities

• Sales management and leadership of a pan-India specialist team
• Develop coverage roadmap for the team
• Identify, develop & monitor KPIs including lead pipeline and demos
• Maximize sales revenue and meet corporate targets
• Coordinate with Demand Planning for new products
• Engage non-clinical stakeholders to drive rate contracts
• Develop key opinion leaders and engagement plans
• Maintain optimal call cycles to build customer relationships
• Provide professional education and customer relationship management
• Lead government business development and tender operations
• Export operations and international opportunities
• Assess portfolio market size and new business opportunities
• Develop distributor network and terms of trade
• Lead with ethics and corporate standards

Job description

Job Description:

A highly critical and visible role that will oversee CONMED India strategy on driving General surgery product portfolio business. It requires collaboration with other members of the finance, supply chain & operations and service support teams.

• Sales Management
• Develop coverage roadmap for pan India specialist team
• Identify, Develop & Monitor KPIs (i.e., lead pipeline, demo, RFPs etc.) and sales progress of the team
• Managing sales team in order to maximize sales revenue and meet or exceed corporate set goals
• Work closely with Demand Planning team to prepare for and overcome the associated challenges with new products.
• Engage Non-clinical stakeholders to drive long term rate contracts
• Professional Education and Customer relationship
• Develop key opinion leaders in the region and make engagement plan with them.
• Maintain optimum call cycles to build customer relationships.
• Proactively identify Professional Education needs to develop the awareness level among customers
• Strong marketing communication with both internal and external stakeholders
• Product and Market knowledge
• Expert knowledge of product's features & application through practical experience, training programs, and learning from key end-users
• Analyse market trends, identify threats and opportunities and recommend and implement strategies and plans to address them
• Thorough knowledge of customer's support for competitive products and services and develop plans to differentiate
• Has detailed knowledge of sales process and expert selling skills to make effective sales call, to teach others, and to improve on current process
• Capital Business
• Assess portfolio market size using association databases, surgery volumes, KOL & industry insights
• New Business opportunity evaluation for markets/products: Assess right GTM models using competitive presence, source of volume, service cost, segment positioning
• Partnering (B2B): Market assessment, company profiling for new distributors leads, proposals, terms of trade, legal agreement, follow-up’s
• Drive supply and inventory plans aligned with Business plans to achieve the targets.
• Work closely with Demand Planning team to prepare for and overcome the associated challenges with new products.
• Tender Operations
• Develop & lead Government business for the organization.
• Identify & develop extensive network of Institutional Dealers, Mktg. Associates & Service providers
• Developing relationships with key decision makers, surgeons, HODs for business development
• Develops specific tender plans and long-term sales pipeline to increase company's market share
• Export Operations
• Achieve Export sales budget as per category & country plan
• To plan, design, develop and implement different educational activities by researching the customer's needs and requirements
• To ensure that all the sales and marketing activities are carried out within the agreed budgets, volume, sales, and within the given time scales
• To take initiative and efforts to develop constructive and effective solutions to any issues that slow down or hamper the export procedures and activities
• To constantly review distributor's performance on sales, inventory and secondary off-takes and monitor their work plan
• Engage Non-clinical stakeholders to drive long term rate contracts
• Leadership
• Lead by example by showing the “how” to achieve the result
• Strengthen team connect & build competencies for growth and advancements
• Focused effort to achieve high levels of performance in knowledge tests and competency assessments related to training
• Address potential problems and suggest prompt solutions
• Corporate Ethics
• Maintain a responsible and ethical approach while actively pursuing business outcomes
• Relationship with customers based on high ethical standards

Requirements: