Education Qualification: B.Sc/M.Sc (Microbiology/Biotechnology, Biochemistry, Other Life Sciences)

Location: Mumbai

Years of Exp.: Min. 2 years (1 year in IV Diagnostics)

JOB DESCRIPTION:

1. Discuss with the Regional Manager and clearly understand the sales budget and Objectives for the year. Perform actions throughout the year that demonstrate full ownership and ensure 100% or more achievement of the Budget.

2. Understand customer payment requirements, behaviour and agreements to ensure on time payment at all times. Achieve the DSO target set for the territory and contribute to the overall DSO achievement for the Region.

3. Create and execute weekly call plans in Impact to ensure coverage of all customers and prospects in a timely manner to build effective follow up. Target a minimum of 5 calls per day through a mix of discovery, qualifying, covering and closing to meet budgeted SBS wise objectives.

4. Routinely analyse the sales, consumption patterns of A, B, C customers and projections and have discussions with Team members for increasing sales in the Region.

5. Finalize and execute implementable action plans by customer and monitor their effectiveness to ensure at least 100% achievement of all budgeted parameters.

6. Keep special focus on Key Accounts to brick-wall and grow the business at such sites, working as a responsible Team member to ensure that such accounts remain fully satisfied.

7. Evaluate other customers to understand future potential if any and implement actions to increase equipment sales/consumption at such sites. For reagent sales, gain understanding of the customers- buying pattern, inventory and ordering levels, etc., to facilitate supplies and maintain stock levels.

8. Maintain high levels of professionalism for every call. Understand the buying cycles at each customer site and plan to work according to these to increase effectiveness.

9. Maintain high levels of productivity per call. Plan and prepare for every call with set objectives. Ensure that all relevant documents, proof-sources, prices, brochures, etc., are part of the routine carry-on kit on a daily basis.

10. Create and provide proposals based on standard templates with suitable and complete supporting information to project a professional image for the Company and its solutions. Present and discuss proposals (internally and with the customer) wherever required in a prompt manner to expedite the selling process.

11. Facilitate the customers- understanding of our order management process and integrate the Regional Office Assistant into the customer's ordering process.

12. Active participation in SMBO meetings with the Regional Manager. Ensure preparedness for the meeting with updated Impact for analysis of efforts. Keep ready your full understanding of territorial potential, pipeline and forecasts. Expect to have highly productive and motivational meetings with dispassionate analysis of results and efforts and clearly set objectives for the P+1.

13. Keep Impact updated at all times for calls planned and completed, probability stage, opportunities. Update for customer contact information, competitor information.

14. Continue to develop knowledge and relevant skills covering technology, our solutions and competition. Astutely use the knowledge and skills to cultivate customer partnerships, meet company objectives and for career development.

15. Manage the channel partner network of the territory in coordination with the Regional Manager and the Manager - Distribution. Evaluate the requirement for new channel partners. Ensure that the Company receives all sales data from Channel Partners on their sales to customers.

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