Business Development Manager- North (GS)

CONMED Corporation; India; On-site; INR 3,500,000 - 5,500,000; Full time

Job summary

CONMED Corporation in India seeks a highly strategic Sales Leader to drive the General surgery product portfolio and oversee pan-India initiatives. The role requires close collaboration with finance, supply chain, operations and service support teams to align on demand and execution.

You will lead sales across multiple functions, develop KPI dashboards, and build relationships with key opinion leaders, customers, and distributors.

Responsibilities

• Develop coverage roadmap for pan India specialist team
• Identify, Develop & Monitor KPIs (lead pipeline, demo, RFPs, etc.) and sales progress of the team
• Manage sales team to maximize revenue and meet corporate goals
• Coordinate with Demand Planning to address challenges with new products
• Engage non-clinical stakeholders to drive long-term rate contracts
• Develop key opinion leaders in the region and plan engagement with them
• Maintain optimum call cycles to build customer relationships
• Identify Professional Education needs to raise awareness among customers
• Ensure strong marketing communication with internal and external stakeholders
• Develop expert product knowledge through training and end-user insights
• Analyze market trends and identify threats/opportunities; implement strategies
• Differentiate through knowledge of sales processes and effective selling skills
• Assess portfolio market size using databases, surgery volumes, and insights
• Evaluate new business opportunities; determine right GTM models
• Profile new distributors; draft proposals and terms of trade
• Drive supply and inventory planning aligned with business plans
• Develop tender plans and long-term sales pipeline for government business
• Export sales budgeting and planning; design educational activities for customers
• Review distributor performance on sales and inventory and monitor plans
• Maintain ethical relationships with customers to uphold standards

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.

1. 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

2. 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

3. 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 differenteducationalactivities by researching the customer’s needs and requirements
• To ensure that all thesalesand 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 theexportprocedures 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