Baxter Asst Mgr, Business B Pharma/ BSc/ Btech with
Masters in Management
Purpose of
the role:
Responsible
for driving primary sales through
product promotion in defined territory by meeting HCPs and para medical staff;
Coordinating with commercial / purchase authorities and channel partners for
ensuring supply and liquidation of products. Drive awareness and adoption through
activations in his/her territory/accounts.
Essential
Duties and Responsibilities
Strategic
Imperative:
Drive
awareness and adoption on intravenous (IV) solutions, Parenteral nutrition and
drug delivery devices amongst Doctors in
the assigned territories
Planning
Monthly
account wise planning of secondary sales
leading to primary sales for their territory/accounts
Weekly
planning for coverage and calls
Monthly/quarterly
sales forecast for defined territory
Quarterly
activation planning
Execution
Drives
adherence to SFE processes :, Call average, customer coverage, working days,
SME trackers, prescription tracker, secondary sales and product sampling/demonstrations
To track all
product and service quality related complaints and coordinate with
National/Sales Manager/quality to ensure formal response and closure to
complaints report it to PV & Quality
Competition
& Market Mapping -- Track and gather market data, no. of indicated
surgeries, gather and analyze competitor activities
P5
Implementation – Implementation of Marketing strategy and activations as per
defined GTM
Identify and
drive business development initiatives
in his/her current /new accounts
including training and education of paramedical staff
Ensure
speedy and adequate availability of
products in his/her accounts
Financial
Achievement
of monthly secondary sales target revenue numbers (SFE)
Non Financial
Alignment to
P5 plan (Segmentation and Targeting) – Deviation from MCL and account plan
(WIP)
SME
development – As per defined list (WIP)
Market
Activations as per GTM (SFE)
Behavioral
Drive for
results
Persuasive
Communication
Data analysis
and Problem solving skills
Market
Orientation
Planning and
Prioritization
People
Management
Functional:
Consultative
Selling skills
Product/Therapy/Competitor
knowledge
Strategic key
account management
Negotiation
skills
Work with
marketing to drive execution of campaigns and activations
Govt. and
Corporate account sales target
Territory
Performance
Account
planning & performance
Activation
Plan
Subject
Matter Expert (SME) Management at account level
Pricing
decisions at account level through competition mapping
Mission
Critical Collaborators:
Sales Manager
Marketing
BaxSol and
Corp Account Sales Team
Qualification
and Experience
B Pharma/
BSc/ Btech with Masters in Management would be an add on .
7 plus years
of experience desired in a reputed pharmaceutical/ Medical device/ Healthcare
companies in Sales.
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