District Account Manager - Biosurgery

Overview

District Account Manager for the Biosurgery range of hemostatic products in an assigned territory, selling the portfolio and building it as the preferred adjunctive hemostat by highlighting bleeding management, quality and clinical advantage.

What you'll do

• Sell Biosurgery franchise products within the assigned territory and achieve or exceed sales targets for the franchise, consistent with the Credo, company policy and goals.
• Provide weekly and monthly sales action plans to the manager, reflecting the activities required in each account to achieve sales objectives.
• Analyze sales reports to identify opportunities and routine problems, analyze causes and recommend solutions.
• Negotiate and close sales in routine situations, and with guidance on more complex deals.
• Participate in trade displays and conferences when required.
• Develop understanding of customer needs to identify sales opportunities and maintain an active OR presence in specialties or procedures of strategic importance.
• Drive marketing campaigns in close coordination with the larger sales team and identify tender or contract opportunities, working with colleagues to deliver them.
• With guidance, develop an effective and efficient territory plan.
• Work with retailers to ensure they act as brand ambassadors for the products.
• Identify and train surgeons on new technologies and solutions through consult-in-surgery, one-on-one sales calls and one-to-many training sessions.
• Work with the manager to identify customer in-service needs, and with assistance coordinate and deliver in-service education sessions.
• Develop and maintain strong relationships with all levels of customers.
• Advise marketing on customers' in-service education resource needs.
• With guidance, prepare a plan to optimize key account development and sales growth; identify and document key customers and decision makers.
• Identify and optimize cross-selling opportunities and work with managers and colleagues to realize them.
• Provide customer support on inventory within company guidelines.
• Develop and continually enhance understanding of product features, benefits, correct application and usage, and anatomy, physiology and procedure knowledge.
• Demonstrate product application and usage and differentiate products from competitors' products.
• Drive procedure and product knowledge with Marketing in the region and drive differentiated activities in the territory.
• Gather information on current practices, behaviors and attitudes, and monitor usage data and adoption of all trained surgeons.
• Manage and include KOLs to shape the hemostat market and increase access, adoption and affinity to Biosurgery products.
• Handle AR and operating expenses (transportation, A&P, entertainment, travel) judiciously, seeking prior approval for budget variations and agreeing expense guidelines with the manager.
• Plan sample and expense utilization within budget and work within sample issue and coordination guidelines.
• Identify actions to improve job performance, participate in nominated training programs and apply new learnings on the job.
• Maintain a responsible and ethical approach and conduct business within the ethics and values expressed in the Credo.

What you'll need

• Minimum 5 years of experience in healthcare.
• Graduate degree, preferably in Science or Pharmacy.
• Experience in managing HCP KOLs and working with larger teams.
• Proficiency in the local language and English.

Nice to have

• MBA from a reputed business school.
• Sales experience in adjunctive hemostats.

Details

• Location: Bengaluru (Bangalore), Karnataka, India.
• Job function: MedTech Sales; sub-function: Clinical Sales, Hospital/Hospital Systems (Commission); category: Professional.