Sr. Zonal Account Manager - Mumbai - confidential

    confidential
    confidential Mumbai

    6 days ago

    Full time
    Description

    Role Overview :

    Achieves/exceeds sales targets for the designated region, and in a manner, consistent with the company policy and goals. The Individual Contributor is responsible for closing the sale of ASP WD and TS range of products in key accounts of Mumbai and Pune . Should have thorough knowledge of the products responsible and maintain a good understanding of customers needs, as well as competitive developments in the market place. Develops long-term positive customer relationships, building loyalty and confidence in ASP as a preferred supplier.

    Roles and Responsibilities

    Sales Turnover

    • Responsible for promoting ASP WD and TS consumables.
    • Provide weekly and monthly sales action plan to manager, reflecting the activities required in each account to achieve sales objectives
    • Able to negotiate and close sales in routine situations and with guidance when handling more complex deals
    • Participate in Trade displays and Conference when required

    Territory Management

    • Develop understanding of customer needs to identify sales opportunities
    • Identify tender/contract opportunities and work with colleagues to deliver
    • With guidance, develop an effective and efficient territory plan
    • Identify and educate surgeons on right infection control practices and solutions through consult-in-surgery, one-on-one sales calls, one-to-many training sessions

    Customer In-service Education Training

    • Work with manager to identify customer in-service needs to support customer delivered healthcare services and use of products efficiently and effectively
    • Develop and maintain strong relationships with all levels of customers in hospitals
    • With assistance, co-ordinate and deliver in-services education sessions
    • Advise marketing on customers in-service education resource needs

    Key Account Management

    • Prepare a plan to optimize key account development and sales growth by identifying opportunities
    • Identify and document key customers and decision makers
    • Be aware of Key Account strategies for growth
    • Identify and optimize cross selling opportunities and work with managers/colleagues to realize these
    • Provide customer support on inventory, within company guideline

    Product Market Knowledge

    • Develop understanding and continually enhance personal understanding of products features, benefits, correct product application, through practical experience, training programs, and learning from key end-users
    • Able to demonstrate application/usage of products and differentiate them from competitors products
    • Develop understanding of competitive products, their features-advantages-benefits
    • Gather information on current practices, behaviors and attitudes

    Expense, Equipment and Samples

    • Judiciously manage AR, operating expenses, (transportation, AP, entertainment, travel) while ensuring sustainable productivity
    • Seek prior approval for budget variations
    • Work within sample issue and co-ordination guidelines
    • Agree expense budget/guidelines with immediate Manager
    • Plan sample and expense utilization to optimize usage while remaining in budget

    Corporate Ethics and Governance

    • Maintain a responsible and ethical approach while actively pursuing business outcomes
    • Conduct business within ethics and values
    • Relationship with customers based on high ethical standards
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