Territory Manager, Mumbai

BIOTRONIK; Mumbai; On-site; INR 1,800,000 - 3,200,000; Full time

Job summary

BIOTRONIK in Mumbai is seeking a dynamic CRM Sales professional to drive therapy adoption, manage territory, and work with regional managers to execute CRM strategies. You will promote therapies, build markets, and ensure compliance and quality in every customer interaction.

The role requires extensive travel (10–15 days/month), strong data analysis, presentation and communication skills, and the ability to develop customer relationships and KOLs across CRM therapies.

Qualifications

• Minimum 5 years sales experience with Intervention Cardiologists from a medical device company, or 10 years sales experience with Cardiologists from a pharma company for a TM.
• Minimum 9 years sales experience with Intervention Cardiologists from a medical device company, or 15 years sales experience with Cardiologists from a pharma company for an ASM.
• Extensive travelling 10-15 days in a month.
• Data analysis skills.
• Presentation and communication skills.
• Planning skills and use of tools.
• Networking and relationship building skills.
• Problem Solving skills.
• Assertive where required.
• Good at follow up.

Responsibilities

• Achieve levels of therapy certification that will enable the person to promote the value proposition and concepts related to the therapy.
• Creates, implements, and updates Targeted CRM Sales Strategies for each account along with cross business team, which will ensure the attainment of company sales goals, profitability, and market share.
• Develop clear business plans for assigned territory for each CRM business in collaboration with the respective Manager and Channel Partner.
• Achieve AOP set for all assigned sub-businesses (i.e. Brady, Tachy etc.).
• Implement a planned / fixed schedule for meeting key customers (Referrals, Hospital Administrators, and Implanters). Ensure maximum coverage of all accounts within territory geographic areas to maintain optimum level of exposure and effective time management.
• Increase market penetration through gaining new customers and developing customer relationships in defined market segments and assigned territory.
• Maintain and develop new KOL’s across CRM therapies by Identifying the upcoming operators in the region and work with regional cross business heads to ensure effective execution of CRM KOL plans.
• Responsible for the account segmentation and development of low share, high volume accounts (in terms of sales targets and brand loyalty), leading to sustainable partnerships for CRM. Analyses the account using specific tools to segment the customer and makes suitable actions plans in consultation with the respective Managers.
• Communicates in fixed frequency with each of the Managers.
• Communicate market intelligence/competitor activity promptly, including potential sales leads, and information regarding product price or account activity to respective business Regional Sales Manager and other appropriate company personnel.
• Execute effective marketing campaigns across CRM products. Has desired frequency of calls and report out to Product Managers of specific therapies.
• Leverage best practices inside CRM business units to achieve sustainable business growth.

Skills

Data analysis

Presentation skills

Communication skills

Planning skills

Networking

Relationship building

Problem solving

Follow up

Education

Bachelor in science

BE in Biomedical Engineering

MBA

PG degree preferred

Tools

CRM systems

Sales tools

Job description

• Responsible for performance of all sales, market development and therapy promotional activities of CRM in assigned territory.
• Work with multiple Regional Managers within CRM in the respective region to ensure CRM strategies and plans are executed. Be the ambassador for the CRM therapies in the allocated areas. Create markets and work on possibilities and opportunities to improve access and remove barriers for therapy adoption.
• Work in close collaboration with a multi-functional team, providing continuous feedback on customer satisfaction and inputs for future CRM products and services.
• Maintain the standards of Compliance and Quality regarding its products, procedures, policies, operations, and customer contact.

PURPOSE OF THE POSITION

• Responsible for performance of all sales, market development and therapy promotional activities of CRM in assigned territory.
• Work with multiple Regional Managers within CRM in the respective region to ensure CRM strategies and plans are executed. Be the ambassador for the CRM therapies in the allocated areas. Create markets and work on possibilities and opportunities to improve access and remove barriers for therapy adoption.
• Work in close collaboration with a multi-functional team, providing continuous feedback on customer satisfaction and inputs for future CRM products and services.
• Maintain the standards of Compliance and Quality regarding its products, procedures, policies, operations, and customer contact.

ESSENTIAL JOB FUNCTIONS

• Achieve levels of therapy certification that will enable the person to promote the value proposition and concepts related to the therapy.
• Creates, implements, and updates Targeted CRM Sales Strategies for each account along with cross business team, which will ensure the attainment of company sales goals, profitability, and market share.
• Develop clear business plans for assigned territory for each CRM business in collaboration with the respective Manager and Channel Partner.
• Achieve AOP set for all assigned sub-businesses (i.e. Brady, Tachy etc.)
• Implement a planned / fixed schedule for meeting key customers (Referrals, Hospital Administrators, and Implanters). Ensure maximum coverage of all accounts within territory geographic areas to maintain optimum level of exposure and effective time management.
• Increase market penetration through gaining new customers and developing customer relationships in defined market segments and assigned territory.
• Maintain and develop new KOL’s across CRM therapies by Identifying the upcoming operators in the region and work with regional cross business heads to ensure effective execution of CRM KOL plans.
• Responsible for the account segmentation and development of low share, high volume accounts (in terms of sales targets and brand loyalty), leading to sustainable partnerships for CRM. Analyses the account using specific tools to segment the customer and makes suitable actions plans in consultation with the respective Managers.
• Communicates in fixed frequency with each of the Managers.
• Communicate market intelligence/competitor activity promptly, including potential sales leads, and information regarding product price or account activity to respective business Regional Sales Manager and other appropriate company personnel.
• Execute effective marketing campaigns across CRM products. Has desired frequency of calls and report out to Product Managers of specific therapies.
• Leverage best practices inside CRM business units to achieve sustainable business growth.

BASIC QUALIFICATIONS

Education:

• Bachelor in science / BE in Biomedical Engineering / MBA
• PG degree in Business Management is preferred.
• Candidate with highest qualification as Diploma or degree from Distance education not to be considered for the role.

Experience and Knowledge:

• Minimum 5 Years Sales Experience with Intervention Cardiologists from a Medical Device company or 10 years Sales Experience with Cardiologists from a Pharma company for a TM.
• Minimum 9 Years Sales Experience Intervention Cardiologists from a Medical Device company or 15 years Sales Experience with Cardiologists from a Pharma company for an ASM
• Extensive Travelling 10-15 days in a month.
• Data analysis skills
• Presentation and communication skills
• Planning skills and use of tools
• Networking and relationship building skills.
• Problem Solving skills.
• Assertive where required.
• Good at follow up.