Territory Manager, Tamil Nadu

BIOTRONIK; Tamil Nadu; Sur place; INR 1 500 000 - 2 500 000; Plein temps

Résumé du poste

BIOTRONIK India is seeking an experienced Medical Device Sales professional to lead CRM therapies in the assigned territory, including market development and therapy promotions. You will work with multiple Regional Managers to implement CRM strategies, and act as the ambassador for CRM therapies in your region.

The role emphasizes cross-functional teamwork, compliance and quality standards, and frequent field activity to expand market access, develop KOLs, and increase market share while

Qualifications

• 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.

Responsabilités

• Promote CRM therapies and achieve therapy certification levels.
• Develop and execute targeted CRM sales strategies for each account.
• Create territory business plans with the Manager and Channel Partner.
• Achieve AOP set for all assigned sub-businesses (i.e. Brady, Tachy etc.).
• Plan and conduct meetings with key customers to maximize territory exposure.
• Increase market penetration by acquiring new customers and strengthening relationships.
• Develop KOLs and coordinate with regional cross‑functional heads for CRM plans.
• Segment accounts to drive high share partnerships and set action plans.
• Communicate market intelligence and competitor activity to the Regional Sales Manager.
• Run marketing campaigns across CRM products and share outcomes with Product Managers.

Connaissances

Sales experience

Data analysis

Presentation skills

Planning skills

Networking

Problem solving

Communication

Collaboration

Formation

Bachelor in science

BE in Biomedical Engineering

MBA

Outils

Excel

Description du poste

• 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

Key Accountabilities:

• 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.

Attributes:

• Ability to communicate clearly – therapy, concept selling etc. Ability to set expectations on compliance and not be defensive about it.
• Data orientation – familiarity with excel to do analysis as expected by the different businesses of CRM. Pictorially depict trends and other movements.
• Ability to identify creative and effective solutions to support business objectives.
• Collaboration mindset. Ability to work with different Regional Managers and manage their expectations. High degree of planning will be a key success factor in this role.
• Ability to operate in a complex environment (deal with multiple stakeholders) and work effectively with management, customers, and organizational boundaries, especially relating to Compliance and Quality.
• Problem solving skills. Able to look at data and interpret key issues. Able to break down problems and solve them systematically. Ability to set the basics / foundation in order as it relates to one’s territory.
• Capable to deal with ambiguity, as well as performing outside the comfort zone.

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.

Ideal Candidate Profile

• Consistent performer and award winner in past experiences.
• Shown proficiency in learning therapies quickly – awards for detailing etc. could be good pointers of relevant experience.
• Growing markets – focus on what the challenges were and how the person resolved the growth challenge.
• Dealing with multiple stakeholders. Watch for how the person has been able to give a near equal attention to different stakeholders.
• Demonstrated ability of taking a position on adherence to compliance policies. Demonstrated skills of anticipating compliance related requests and proactively engages differently to balance any challenging demands of the customer.
• Discipline of collecting information from the market daily and analyzing the same. Demonstrated use of data – use of data to improve market share, use of data to promote appropriate products (high value), use of data to understand buying patterns in the accounts etc.
• Demonstrated proficiency of excellent relationships within account – Implanter, Administrator, Marketing Department, Cath lab personnel.