Senior Manager Pi jobs at Boston Scientific in India, Chandigarh

Industry Knowledge

• Responsible for providing continuous tools and education to group members to ensure up to date industry, competitor, and product knowledge.
• Maintains knowledge of the industry and the competition continually seeking information from physicians, suppliers, and others to challenge, modify and prioritize regional strategies.
• Collects data from their region on competitor’s sales tactics and prepares their team to counter them and keeps the marketing organization aware.
• Maintains awareness of industry trends and their impact on local/regional sales activities.

Business Management

• Monitors region sales performance on an ongoing basis, initiating corrective actions, preparing reports, summaries, analysis and documentation on all aspects of region management.
• Assists sales support/marketing staff members in activities such as sales promotion, training or market research in planning and executing special projects
• Ensures the effective implementation of representative customer records, key contacts, reports and company policies
• Develops and executes sales strategies and activities in conjunction with the Country Sales Manager
• Plans and controls expenses to ensure sales objectives are met within budget
• Integrates individual territory plans and account profiles into a broader regional sales plan and coaches sales team accordingly, in consultation with the Country Sales Manager.
• Prepares quarterly regional sales forecasts and participates in the determination of market potential and sales expense estimates

Sales Execution

• Regularly travels out with each team member, at least 3 days per week, to ensure divisional strategies are fully implemented
• Ensures effective territory management and account targeting is practiced in each territory
• Conducts quarterly sales reviews with team and manager, adjusts strategies in accordance with Country requirements.
• Responsible for developing, implementing and monitoring a region targeting program
• Shares personal selling experiences in a way that motivates others and teaches applicable skills.
• Strong selling skills in front of the customer with others present and without taking over the sales process
• Coaches others in the field on a disciplined selling model.
• Identifies sales forecast gaps, submits corrective strategies and implements aggressive sales growth
• Develops and recommends expansion analysis of new field territories
• Identifies & recommends promotion programs and materials to help support the sales plan & strategy
• Actively supports corporate/divisional selling initiatives by proactively assisting in the training and influencing their team.

linical Excellence

• Maintains the skills and knowledge to sell the entire product line to all applicable buying influences and can differentiates each product line against the competitor’s products in front of the customer.

Creative Economic and Value-Added Solutions

• Identifies and develops working relationships with the economic buyer in their country/ regions key accounts
• Facilitation of contract negotiations involving all products within the region
• Creates a compete “bundle” of product and value-add services.
• Evaluates situations as they affect both the account/customer, as well as the country’s overall business needs.
• Helps define negotiation parameters for tough economically constrained customer situations.

Building and Maintaining Relationships

• Maintains contact with major accounts and key relationships seeking to leverage profitable business ventures
• Assist key customers in the creation, maintenance, expansion and startup of divisionally related educational courses and forums
• Attend and participate in customer, company and industry sponsored forums and courses
• Develop and maintain relationships with key BSC functional areas
• Spends maximum time in the field with each sales representative to support their professional development needs and to maintain and develop strong relationships and understanding of the customer.

Quality

• Spends maximum time in the field with each sales representative to support their professional development needs and to maintain and develop strong relationships and understanding of the customer.
• As interface to Clients and Customer Service has direct responsibility to facilitate, share documents and process to identify, notify and ensure any complaint or problem are addressed, thereby demonstrating high commitment to Quality in all interactions and behaviors.
• Drive as needed to support and facilitate any field corrective action related his/her scope.
• Participates in driving quality awareness in every employee, while guiding the local organization towards improved performance and customer oriented initiatives.
• Co-ensures that employees are notified of all mandatory training and quality obligations with HR Manager. Tracks completion of mandatory training.
• Ensures that all products and advertisement have been through the appropriate approval processes, prior to sharing or publishing.

What we're looking for in you:

• 8+ years commission sales-based experience with strong feature and benefit, objection handling, key account management skills, team handling. Sales management and/or medical device background preferred.
• Market development skills: develop programs for sales rep. and customers to develop new technology sales and acceptance.
• Strategic thinking

Your Responsibilities will include:

• Sells products by scheduling sales calls to meet with current and potential customers to fulfill revenue and unit growth objectives assigned by company on a monthly/quarterly/annual basis.
• Develops and implements sales strategies by determining the relevant factors (e.g., product, competition and pricing needs) of existing and potential accounts to effectively promote the company's products to appropriate hospital personnel and physicians.
• Develops action plans (i.e., weekly, quarterly, monthly) by analyzing quarterly and monthly sales figures and reports identifying the needs of particular accounts and discussing issues with Regional Sales Manager to help the organization achieve its annual sales goals.
• Determines the needs (e.g., product and pricing), goals, product usage, and types of cases handled by specific customers by meeting with and asking in-depth questions of physicians and other hospital personnel to learn which Guidant products can best address their specific needs.
• Observes actual procedures in thedigital Subtraction Angiography(DSA)and operating room of hospital accounts to gain insight into the specific nuances of each physician and each member of the lab staff.
• Establishes pricing packages by working with relevant Guidant personnel to establish price points that address specific customer's needs while satisfying company guidelines and policies.
• Responds to customer needs and complaints regarding products and service by developing creative and feasible solutions or working with other related personnel (e.g. clinical research, pricing and/or marketing) to develop optimal solutions.
• Develops relationships with hospital personnel (e.g. through casual conversation, meetings, participation in conferences) to make new contacts in other departments within hospital and to identify key purchasing decision makers in order to facilitate future sales.
• Educates customers on the merits and proper clinical usage of company products by giving presentations and demonstrations using a wide variety of formats and platforms (e.g., slides, transparencies, manuals) to secure purchasing commitments, often with the help of incentive programs and services made available to the account being developed.

Industry Knowledge

• Responsible for providing continuous tools and education to group members to ensure up to date industry, competitor, and product knowledge.
• Maintains knowledge of the industry and the competition continually seeking information from physicians, suppliers, and others to challenge, modify and prioritize regional strategies.
• Collects data from their region on competitor’s sales tactics and prepares their team to counter them and keeps the marketing organization aware.
• Maintains awareness of industry trends and their impact on local/regional sales activities.

Business Management

• Monitors region sales performance on an ongoing basis, initiating corrective actions, preparing reports, summaries, analysis and documentation on all aspects of region management.
• Assists sales support/marketing staff members in activities such as sales promotion, training or market research in planning and executing special projects
• Ensures the effective implementation of representative customer records, key contacts, reports and company policies
• Develops and executes sales strategies and activities in conjunction with the Country Sales Manager
• Plans and controls expenses to ensure sales objectives are met within budget
• Integrates individual territory plans and account profiles into a broader regional sales plan and coaches sales team accordingly, in consultation with the Country Sales Manager.
• Prepares quarterly regional sales forecasts and participates in the determination of market potential and sales expense estimates

Sales Execution

• Regularly travels out with each team member, at least 3 days per week, to ensure divisional strategies are fully implemented
• Ensures effective territory management and account targeting is practiced in each territory
• Conducts quarterly sales reviews with team and manager, adjusts strategies in accordance with Country requirements.
• Responsible for developing, implementing and monitoring a region targeting program
• Shares personal selling experiences in a way that motivates others and teaches applicable skills.
• Strong selling skills in front of the customer with others present and without taking over the sales process
• Coaches others in the field on a disciplined selling model.
• Identifies sales forecast gaps, submits corrective strategies and implements aggressive sales growth
• Develops and recommends expansion analysis of new field territories
• Identifies & recommends promotion programs and materials to help support the sales plan & strategy
• Actively supports corporate/divisional selling initiatives by proactively assisting in the training and influencing their team.

linical Excellence

• Maintains the skills and knowledge to sell the entire product line to all applicable buying influences and can differentiates each product line against the competitor’s products in front of the customer.

Creative Economic and Value-Added Solutions

• Identifies and develops working relationships with the economic buyer in their country/ regions key accounts
• Facilitation of contract negotiations involving all products within the region
• Creates a compete “bundle” of product and value-add services.
• Evaluates situations as they affect both the account/customer, as well as the country’s overall business needs.
• Helps define negotiation parameters for tough economically constrained customer situations.

Building and Maintaining Relationships

• Maintains contact with major accounts and key relationships seeking to leverage profitable business ventures
• Assist key customers in the creation, maintenance, expansion and startup of divisionally related educational courses and forums
• Attend and participate in customer, company and industry sponsored forums and courses
• Develop and maintain relationships with key BSC functional areas
• Spends maximum time in the field with each sales representative to support their professional development needs and to maintain and develop strong relationships and understanding of the customer.

Quality

• Spends maximum time in the field with each sales representative to support their professional development needs and to maintain and develop strong relationships and understanding of the customer.
• As interface to Clients and Customer Service has direct responsibility to facilitate, share documents and process to identify, notify and ensure any complaint or problem are addressed, thereby demonstrating high commitment to Quality in all interactions and behaviors.
• Drive as needed to support and facilitate any field corrective action related his/her scope.
• Participates in driving quality awareness in every employee, while guiding the local organization towards improved performance and customer oriented initiatives.
• Co-ensures that employees are notified of all mandatory training and quality obligations with HR Manager. Tracks completion of mandatory training.
• Ensures that all products and advertisement have been through the appropriate approval processes, prior to sharing or publishing.

What we're looking for in you:

• 8+ years commission sales-based experience with strong feature and benefit, objection handling, key account management skills, team handling. Sales management and/or medical device background preferred.
• Market development skills: develop programs for sales rep. and customers to develop new technology sales and acceptance.
• Strategic thinking