SUMMARY OF POSITION or Jobs
The ultimate objective for this job is to grow sales and margin, increase market share through effective promotion, demonstration, and sales efforts, and aggressively defend the achieved market share against the competition in the Infection Control and other
conventional hospital equipment markets. Work on KAM ( Key Account Management ) concept.
Focused on the 4P‟s of Marketing (Product, Price, Promotion, and Place)
Responsible for product sales activities including new product launches, competitive data gathering, VOC, and creation of sales tools
and leveraging the KAPTURE funnel management and Reporting tool.
Drive the sales team and deliver targeted sales revenue & profit
Motivate, empower & nurture the sales team
Ensure that each team member achieves their respective KRAs for this job
Periodically scan the market, strategize and make tactical changes to enhance market penetration
Conduct weekly funnel reviews to provide sales forecasts for assigned portfolio
Drive Forsta Medtech portfolio sales in the given region
Knowledge of customer organization and buying process in the capital equipment market to Central Govt hospitals, Govt.
institutes, PSUs, Defense, state govt hospitals, Local corporations / Municipal, etc
Knowledge of named people within the territory (i.e. Microbiologist, Biomedical Engg., GeM/Tender procurement officer,
Biomedical waste Dept. head, purchase managers, Dean, Medical superintendent, Pathology head, etc. across the territory)
Ability to „Value Sell‟, i.e. probe to find real needs/wants and then sell our Forsta Medtech products benefits which meet
Develop rapport with top strategic accounts
Conduct quarterly appraisals of each team member & create an individual improvement plan
Monitor the workflow of BMW (Biomedical waste) and identify gaps to fulfill unmet needs, tracking competitor activities,
working closely with application specialists & service teams
Define the right product & price to sell in each market working closely with sales and product manager, and try to address the
customer needs and leverage the maximum profitability and market share for the company. Design specific bundled
solutions and have the capability to choose the correct portfolio, and build a clear strategy for the price & product positioning.
Identify growth opportunities in the assigned geography, guiding and attracting support from appropriate services
resources and working closely and synergistically with Distributors and support teams
Responsible for collecting VOC from Customers from different segments
Working closely with the service team and support team
Provide information & analysis of price trends of the key products within the portfolio and competitive price information
FIRST SIX MONTHS’ EXPECTATIONS:-
Acquire and maintain a comprehensive knowledge of the product lines and applications for the entire product portfolio of FORSTA
Understand the sales team and organizational culture
Achieve 6 monthly‟ targets as defined in the KRA
Develop and maintain relationships with his/her team of Sales Associates.
Develop and maintain relationships with internal, Sales, Marketing, Technical Services, Services, and CEO and direct key accounts.
Enhance existing pipeline related to open opportunities
Proven knowledge of Capital equipment selling / Govt Hospital selling is a must
B. Sc./M.Sc./B.Tech./M.Tech. A degree in Science or equivalent is a must to have.
Past experience in Infection control, BioTechnology; MBA from a reputed institute(nice to have)
At least 10-15 years of experience in selling cap goods – Must have
SFDC / Funnel management experience
Age should not be more than 45 years as of 01.01.2023
Capable of managing a team size of a minimum of 5 team members
Email id- firstname.lastname@example.org
Call – 8188998899, 8188998866
To apply for this job please visit grplindia.com.