Sr Asst Mgr, Sales - ITT (Lucknow)

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At Baxter, we believe every person—regardless of who they are or where they are from—deserves a chance to live a healthy life. It was our founding belief in 1931 and continues to be our guiding principle. We are redefining healthcare delivery to make a greater impact today, tomorrow, and beyond.

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Here, you will find more than just a job—you will find purpose and pride. 

Purpose: Responsible for  driving secondary 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

Accountabilities :

Planning

•Monthly account wise planning and execution of secondary  sales leading to primary sales for their territory/accounts.

•Weekly planning for coverage and calls

•Monthly/quarterly sales forecast for defined territory

Execution

•Drives adherence to SFE processes : Call average, customer coverage, working days, 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

•Drive Demand/Prescription generation of the product

•Ensure liquidation of products from stockiest and distributors through regular monitoring and coordination with product users

•Recommend, evaluate performance and manage relationships with distributors & CFAs (Carry Forward Agents)  in the territory

•Ensure speedy  and adequate availability of products in his/her accounts

•Engage existing KOL(Key opinion Leaders) s in driving awareness on  focus product portfolio in his or her accounts

•Drive activations/KOL engagement as defined by Marketing team

Strategic Imperative:

•Identify and drive business  development initiatives in his/her  current /new accounts. Understand the  un-met needs of the non users.

•Training and educating paramedical staff on /reconstitution/usage guidelines of the product

•Competition & Market Mapping -- Track and gather market data, no. of indicated surgeries, gather and analyze competitor activities

Key Collaboration Network / Collaboration:

•Work with marketing to communicate key messages to the field and drive execution of campaigns, achievement of value and volume targets

•Govt. and Corporate account sales target

Mission Critical Co-ordinators:

•Sales Manager

•Marketing

•BaxSol and Corp Account Sales Team

Parameters for success:

Key Metrics

Financial

1. Achievement of monthly secondary sales target revenue numbers

Non Financial

2. Build customer connect

3. Market Development and Penetration

Key Competencies:

Behavioral

•Drive for results

•Persuasive Communication

•Data analysis and Problem solving skills

•Market Orientation

•Planning and Prioritization

Functional:

•Consultative Selling skills

•Product/Therapy/Competitor knowledge

•Strategic key account management

•Negotiation skills

Organizational metrics

•Revenue

•SFE Adherence

Decision rights

Owns:

•Territory /Account Performance

•Account planning

•Activation budget

•Key Opinion Leader (KOL) Management at account level

Influences:

• decisions at account level through competition mapping

•Key Opinion Leader (KOL) Management at national level

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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