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Area of Coverage : Chennai, Vellore, Tirupati
Summary:
Responsible for driving primary sales through product promotion in defined territory by meeting HCPs and para medical staff; Coordinating with commercial / purchase authorities and channel partners for ensuring supply and liquidation of products. Drive awareness and adoption through activations in his/her territory/accounts.
Essential Duties and Responsibilities
Strategic Imperative:
Drive awareness and adoption on intravenous (IV) solutions, Parenteral nutrition and drug delivery devices amongst Doctors in the assigned territories
Planning
- Monthly account wise planning of secondary sales leading to primary sales for their territory/accounts
- Weekly planning for coverage and calls
- Monthly/quarterly sales forecast for defined territory
- Quarterly activation planning
Execution
- Drives adherence to SFE processes :, Call average, customer coverage, working days, SME trackers, prescription tracker, secondary sales and product sampling/demonstrations
- To track all product and service quality related complaints and coordinate with National/Sales Manager/quality to ensure formal response and closure to complaints report it to PV & Quality
- Competition & Market Mapping -- Track and gather market data, no. of indicated surgeries, gather and analyze competitor activities
- P5 Implementation – Implementation of Marketing strategy and activations as per defined GTM
- Identify and drive business development initiatives in his/her current /new accounts including training and education of paramedical staff
- Ensure speedy and adequate availability of products in his/her accounts
Financial
- Achievement of monthly secondary sales target revenue numbers (SFE)
Non Financial
- Alignment to P5 plan (Segmentation and Targeting) – Deviation from MCL and account plan (WIP)
- SME development – As per defined list (WIP)
- Market Activations as per GTM (SFE)
Behavioral
- Drive for results
- Persuasive Communication
- Data analysis and Problem solving skills
- Market Orientation
- Planning and Prioritization
- People Management
Functional:
- Consultative Selling skills
- Product/Therapy/Competitor knowledge
- Strategic key account management
- Negotiation skills
- Work with marketing to drive execution of campaigns and activations
- Govt. and Corporate account sales target
- Territory Performance
- Account planning & performance
- Activation Plan
- Subject Matter Expert (SME) Management at account level
- Pricing decisions at account level through competition mapping
Mission Critical Collaborators:
- Sales Manager
- Marketing
- BaxSol and Corp Account Sales Team
Qualification:
B Pharma/ BSc/ Btech with Masters in Management would be add on .
Experience:
7 plus years of experience desired in a reputed pharmaceutical/ Medical device/ Healthcare companies in Sales.
- Key Skills and Experience
Strategic Perspective Effectively organizes data to identify trends, problems, and their causes.
- Systematically evaluates opportunities and targets those with the greatest potential for producing positive results with the minimum amount of risk
- Effectively articulates new and different ways of thinking and doing business
- Translates concepts and ideas into actionable plans
- Ability to resolve emerging issues using existing teams and/or an established network of expert consultants.
- Demonstrate capability for scientific, creative and strategic thinking, championing ideas for positions, and an ability to present and maintain fair-balance during scientific discussions
- Stays confident when challenged, stating the rationale for one’s viewpoint clearly while listening to and respecting others right to different opinions
- Interpersonal Skills & Influence Adapts communication style to the audience in order to be heard
- Establishes and maintains collegial peer-to-peer relationships with a wide range of external thought leaders including healthcare professionals.
- Demonstrates organizational awareness and experience working on cross functional teams
- Invests time in teamwork and developing collaborative relationships with other teams and individuals
Equal Employment Opportunity
Baxter is an equal opportunity employer. Baxter evaluates qualified applicants without regard to race, color, religion, gender, national origin, age, sexual orientation, gender identity or expression, protected veteran status, disability/handicap status or any other legally protected characteristic.
Reasonable Accommodations
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