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26/09 Vishwaroop Goswami
Talent Advisor at Medtronic

Views:445 Applications:157 Rec. Actions:Recruiter Actions:8

Medtronic - Regional Sales Manager - Energy Based Devices (10-15 yrs)

Mumbai Job Code: 92666

Purpose of the Role:

- Strategic: To prepare & implement Ebd strategic blue print for regions.

- Sales Revenue: To achieve sales targets, increase market share, drive secondary sales focus and ensure alignment of EBD objectives.

- Profitable Growth: To achieve standard margin targets for the specified Region. Delivery profitable growth by improving both top line and margins.

- Operational Efficiency: To practice general management in terms of organization, administration and expense planning and control. Discipline towards organizational initiatives & policies like channel connect, AR, SFDC.

- Talent Management: Engage and motivate Territory and Area Manager on their performance against goals, mentor and develop the subordinates to ensure that everyone is performing as per objectives.

- Innovation: creates & execute innovative plans to improve business model. eg - Go Direct

KEY ACCOUNTABILITIES :

Driving Leadership and Culture

- Focus and lead the Regional sales team on delivering value for customers.

- Reinforce and promote Medtronic's core mission, vision, values and Code of Conduct and Demonstrate Medtronic traits in Day to day work.

- Ensure timely reporting from Territory & Area Managers, Channel partners pertaining to key parameters like Secondary sales, Market Share data, and distribution issues and Marketing initiatives.

Revenue Responsibility :

- Responsible for achieving primary and secondary AOP in terms of product units and revenue.

- Prepare accurate monthly/quarterly/annual sales plan and meet the planned AOPs.

- Ensure the sales teams are driving the value proposition so that the Average Selling Prices are protected, thereby delivering better margins for the products.

- Exceed sales plan & increases market share while managing expenses within budget.

- Responsible for forecasting the Sales trend for the future.

- Maintain and expand existing business and develop new business opportunities.

Business Management Effectiveness : 

- To develop strategies around divisional objectives and drive implementation in the region.

- Drive growth across basic & advance product portfolio by identifying barriers to therapy and planning initiatives to overcome the same

- Identify, establish and maintain good working relationship with key decision makers, customers and channel partners as external stakeholders.

- Work closely in terms of engagement with Key decision makers and influencers within the region.

- To practice resource management in terms of handling different territory's through their subordinates for organization, administration and expense planning, execution and customer engagement initiatives.

Sales Force Management and Development :

- Demonstrate team building attitude - courteous, friendly, supportive, encouragement and approachable.

- Set targets for team members, monitor their performance, undertake quarterly performance review

- Clearly communicate performance standards and performance gaps with the team members

- Responsible for conducting the IDP discussions and identify & analyze gaps in technical and soft skills, based on the developmental needs nominate for training.

Effective recruitment and Vacancy Management

- Proactively take steps to manage vacancies and Recruit the right candidates in the Team.

- Manage the Business of vacant territory by proper resource utilization so as to ensure nominal impact on business

Channel Management : 

- Ensure distributor reviews on time and resolving issues with the channel partners timely.

- Manage the distributor to ensure settlements of claims, AR management and streamlining of inventory in the region.

- Maintain ASP's and have close control on the product discounts & its achievement. Bank guarantees submission & receivables control.

- Negotiation of price with Corporates and Margin with the Distributors to maximize profitability.

- Ensuring distributor trainings in the region around compliance. Ensure certification for the distributors with clear timelines.

What a Right Candidate would have :

- Bachelor in Science /B Pharma/ BE/ BTech in Biomedical Engineering / Bio-instrumentation, Electronics & PG degree in Business Management

- Minimum 10 - 14 years sales experience in Concept Selling background and people management 5 - 6 years in Healthcare

- Experience in handling two or more regions.

This job opening was posted long time back. It may not be active. Nor was it removed by the recruiter. Please use your discretion.

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