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