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