ASM-Medical Equipment-Private and Govt Hospital Sales, Ahmedabad/Mumbai/Hyderabad/Lucknow/Bangalore

Job Description:

Key Questions :

1. Tender cycles are seasonal and unpredictable, how do you plan your sales pipeline?
2. How do you plan your monthly/quarterly sales visit
3. Have you conducted product demos using presentations etc
4. How do you build trust and credibility with decision makers
5. How do you identify and approach customers in your territory
6. What kind of product categories have you sold and to what type of clients(hospitals, Corporate, labs etc)

SALARY will always be paid70 % FIXED every month AND 30% ON ACHIEVING 50% TARGET BASED ON PRO RATA BASIS MONTHLY

EXCLUDING 1% INCENTIVE ON ACHIEVING 70% OF TARGETs

TITLE: Assistant Sales Manager
REPORTS TO: NSM
DIRECT REPORTS: VP Sales
PEERS: Sales, Tender and Service Team
OTHER KEY
RELATIONSHIPS: RSMs, KOLs, Customers, Service associates & Other Functional Support Staff

SUMMARY OF POSITION

The ultimate objective is to grow sales and margin and to increase market share though effective promotion, demonstration and sales efforts and by aggressively defending achieved market share against 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, creation of sales tools and
leveraging KAPTURE funnel management and Reporting tool.

CAREER PROGRESSION
Ability to progress career 
KEY RESPONSIBILITIES:
● Drive the sales for company products and deliver targeted sales revenue & profit
● Oversee and work closely with application specialists & service teams.
● Periodically scan the market, strategize, and make tactical changes to enhance market penetration
● Liaison and attend sales calls with prospective buyers.
● Drive S S Medical System portfolio sales in the assigned region
● Gain Knowledge on customer organization and buying process in capital equipment market to Central Gov. hospitals,Govt. institutes, PSUs, Defense, state govt hospitals, Local Corporation / 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 S S Medical products benefits which meet these needs
● Develop rapport with top strategic accounts
● Monitor the workflow of BMW (Biomedical waste) and identify gaps to fulfill unmet needs, tracking competitor activities,
● Define the right product & price to sell in each market working closely with sales and product manager, 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, build a clear strategy for the price & product positioning.
● Identify growth opportunities in the assigned geography, guiding and attracting the support from appropriate services resources and working closely and synergistically with Distributors and support teams
● Responsible for collecting VOC from the Customers from different segments
● Provide information & analysis of price trends of the key products within the portfolio and competitive price information

Attribute/Skill/Experience Weight
 Bachelor’s degree (preferably in Business Administration, Sales, or related field); MBA is a plus. 10&
 3–5 years of experience in sales coordination, account management, or a similar role, preferably in a government-facing or channel partner-based sales environment.
 Experience dealing with Government/PSU clients.
 Familiarity with sales processes and documentation workflows.

30%

 Excellent communication and interpersonal skills, with the ability to engage senior stakeholders. 10%
 Proficiency in MS Office (Excel, Word, PowerPoint) and CRM software. 10%
 Strong organizational and multitasking abilities.
 Strong analytical mindset with attention to detail.

20%
 Willingness to travel as needed for client visits and field coordination. 20%