דרושים Regional Sales Manager Ic ב-Boston Scientific ב-India, Mumbai

About the position:

Mumbai, India

Responsibilities & Requirements:

• Leadership: To create a productive and positive work environment, enabling the team to achieve its goals efficiently.

1. Setting Clear Goals: Establishing clear, achievable goals for the team and ensuring everyone understands their roles in achieving these goals.
2. Delegating Tasks: Assigning tasks to team members based on their strengths and skills, and setting deadlines to ensure timely completion.
3. Motivating Team Members: Encouraging and inspiring team members to perform at their best, recognizing their achievements, and providing constructive feedback.
4. Monitoring Performance: Keeping track of team performance, providing regular updates, and addressing any issues or conflicts that arise.
5. Providing Training and Development: Identifying training needs, offering coaching, and facilitating opportunities for professional growth.
6. Effective Communication: Ensuring open and clear communication within the team, and acting as the main point of contact between the team and upper management.
7. Strategic Planning: Developing strategies to achieve team objectives and making adjustments as necessary to stay on track.
8. Problem-Solving: Addressing challenges and obstacles that the team encounters and finding effective solutions to keep the team moving forward.

• Channel management:

1. Coach and ensure that the team will regularly monitor and ensure adequate inventory levels of various products at the hospitals through regular interaction with the distributors.
2. Ensure that the distributor is aligned with the primary plan on a monthly basis and proactively take all necessary steps for smooth and timely execution of orders.
3. Ensure adequate supplies to all accounts, with no situations of secondary sales loss because of channel limitations
4. For the business which is direct to hospitals, need to ensure rate contracts in place with supply terms and inventory levels clearly defined

• Drive Sales:

1. Ensure delivery of primary and secondary sales objectives in line with objectives
2. Drive customer engagement across territories, ensuring the sales team is driving adequate coverage
3. Portfolio focus, selling in line with the organizations strategy
4. Focus on product mix to drive bottom line objectives
5. Maintain KOL connect, and have the ability to get an understanding of the market dynamics and trends
6. Ensure proper sales funnel management, and adequate sales phasing

• Documentation

1. Creating and Maintaining Records: Ensuring that all necessary documents are accurately created, updated, and maintained. This includes reports, manuals, guidelines, and other essential records.
2. Ensuring Compliance: Making sure that all documentation complies with relevant laws, regulations, and organizational standards.
3. Organizing and Storing Documents: Implementing systems for organizing and securely storing documents to ensure easy retrieval and confidentiality.
4. Updating Documentation: Regularly reviewing and updating documents to reflect any changes in processes, regulations, or organizational policies.

• Review Responsibilities

1. Reviewing Documents for Accuracy: Carefully examining documents to ensure they are accurate, complete, and free of errors.
2. Compliance Checks: Verifying that documents meet all regulatory and procedural requirements.
3. Providing Feedback: Offering constructive feedback to document authors and suggesting improvements or corrections.
4. Reporting Findings: Preparing reports that summarize the findings of document reviews and highlighting any issues or discrepancies.

• Clinical Excellence:

1. Is up to date and knows how to read and interpret clinical studies and data and is competent discussion partner to doctor
2. Maintains the skills and knowledge to sell the entire product line to all applicable buying influences and can differentiate each product line against the competitor’s products in front of the customer.
3. Ensure that self and team gets well trained in the new products that are to be launched to aid in successful launch. Monitor and ensure that the team uses PITCHER app to discuss on products and related trials consistently.

• Quality:

1. 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
2. Drive as needed to support and facilitate any field corrective action related his/her scope
3. Ensures that all products and advertisement have been through the appropriate approval processes, prior to sharing or publishing (LAR)

Mumbai, India

Your Responsibilities will include:

• Drive ROVUS therapy advancement across assigned territory in most compliant and efficient way. This will include effective Capital equipment demonstration during live case support, In-vitro Wet heart simulation, presentation on product in-service and execution of ROVUS training for Account Manager’s, Cath Lab technicians and HCP’s.\
• Effectively implement TAG therapy advancement strategy for the incremental ROVUS consumables business in all BSC ROVUS installations in assigned region.
• Develop in-depth knowledge on ROVUS Therapy and should have optimal understanding of key competition for IVUS, FFR/DFR and Rotablation therapy.
• Ability to effectively manage product approvals and availability at new Cath Labs in coordination with BSCI Warehouse and authorized Channel Partners.
• Work in sync with the IC Sales Team.
• Achieve assigned overall TAG Target for the territory / region assigned, including Capital equipment and ROVUS Consumables business adhering BSCI compliance policy.
• Work closely with the IC sales team to identify opportunity in potential accounts as defined in strategic map for Rota, IVUS and FFR.
• Proactively prepare and work on closure of the CE Funnel leads in coordination with internal and external stake holders
• Extend help and support to the Govt (GAM) / Private (KAM) tender management team to ensure that we get qualified in tenders with our technical specifications and win in most compliant way.
• Periodic review on the CE Funnel Leads in assigned region and timely status updating of the new Capex leads on SFDC portal in alliance with IC Sales Team, Channel Partners and Cath Lab companies
• Work with IC Team and ROVUS Academy training team to drive the ROVUS trainings at BSC IAS Facility, COE’s and ROVUS Workshops in assigned territory.
• Communicate and support Service team in getting AMC/CMC quote submitted with the existing installation user facility.
• Work with service engineer/s to execute the New Capital Equipment installation at user facility and minimize down time of Capital equipment in assigned territory.
• HCP and Key stakeholders call logging in the SFDC portal on a daily basis.
• 3+ 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.

About the Role:

Mumbai, India

Your Responsibilities will include:

• Sales growth – Work closely with BU TM and RSM to meet monthly, quarterly and annual assigned sales quotas for revenue growth and strategic objectives in assigned govt accounts.
• Strategic Govt Account Management - Maps out Key Govt Account organization and develops relationships with key decision makers to understand what is required to add value, win new business including tender development & processing, RCs, REs and other opportunities. Lead BSCI’s strategic objectives and account planning process for the Key accounts to include revenue targets and performance objectives.
• Establishes consultative, productive, and professional relationships with all stakeholders in assigned account(s) and move to an influencer’s role with key stakeholders and Director/Dean level officials who occupy the primary buying position.
• Proactively assesses, clarifies, and validates customer/prospective customer needs on an on-going basis.
• Coordinates the involvement of company personnel, including support, service, and management resources, to meet account performance objectives and customer/prospect expectations.
• Provide detailed summaries of the overall needs, health and key issues of the supported accounts.
• Provide periodic health checks and business reviews to key customer stakeholders; review metrics, articulating areas of strength, and developing programs for improvement and/or remediation opportunities.

What we're looking for in you:

• 9+ years of front-end selling experience to Government Accounts like Defense, Railways, PSUs, Medical Colleges, State & Central Govt Hospitals etc in the Western region covering other states and PAN-India entities like AIIMS, HLL, HITES, HSCC etc.
• Must have proven skills of working with Government facing channel partners especially with above mentioned entities.
• Must have knowledge of company’s processes around compliance, while dealing with Government agencies.
• In depth know how of tender preparation team and process in the assigned key govt accounts to be able to proactively partner with them.
• Self-driven, highly charged, willingness to challenge the status quo are some key traits.
• Knowledge of trends in the Government Procurement in the country.
• Good presentation skills, analytical skills and superior written and verbal communication skills
• An ability to establish effective relationships across all levels, including executive management
• An ability to summarize business and financial data in a useful manner for planning and decision making
• Proven ability negotiating business agreements, plus the ability to enhance existing and develop new business partnerships
• Ability to work independently and in collaboration with a high level of success/achievement
• Extensive travel required