Purpose of the Role:

- Strategic: To prepare & implement Ebd strategic blue print for regions.

- Sales Revenue: To achieve sales targets, increase market share, drive secondary sales focus and ensure alignment of EBD objectives.

- Profitable Growth: To achieve standard margin targets for the specified Region. Delivery profitable growth by improving both top line and margins.

- Operational Efficiency: To practice general management in terms of organization, administration and expense planning and control. Discipline towards organizational initiatives & policies like channel connect, AR, SFDC.

- Talent Management: Engage and motivate Territory and Area Manager on their performance against goals, mentor and develop the subordinates to ensure that everyone is performing as per objectives.

- Innovation: creates & execute innovative plans to improve business model. eg - Go Direct

KEY ACCOUNTABILITIES :

Driving Leadership and Culture

- Focus and lead the Regional sales team on delivering value for customers.

- Reinforce and promote Medtronic's core mission, vision, values and Code of Conduct and Demonstrate Medtronic traits in Day to day work.

- Ensure timely reporting from Territory & Area Managers, Channel partners pertaining to key parameters like Secondary sales, Market Share data, and distribution issues and Marketing initiatives.

Revenue Responsibility :

- Responsible for achieving primary and secondary AOP in terms of product units and revenue.

- Prepare accurate monthly/quarterly/annual sales plan and meet the planned AOPs.

- Ensure the sales teams are driving the value proposition so that the Average Selling Prices are protected, thereby delivering better margins for the products.

- Exceed sales plan & increases market share while managing expenses within budget.

- Responsible for forecasting the Sales trend for the future.

- Maintain and expand existing business and develop new business opportunities.

Business Management Effectiveness : 

- To develop strategies around divisional objectives and drive implementation in the region.

- Drive growth across basic & advance product portfolio by identifying barriers to therapy and planning initiatives to overcome the same

- Identify, establish and maintain good working relationship with key decision makers, customers and channel partners as external stakeholders.

- Work closely in terms of engagement with Key decision makers and influencers within the region.

- To practice resource management in terms of handling different territory's through their subordinates for organization, administration and expense planning, execution and customer engagement initiatives.

Sales Force Management and Development :

- Demonstrate team building attitude - courteous, friendly, supportive, encouragement and approachable.

- Set targets for team members, monitor their performance, undertake quarterly performance review

- Clearly communicate performance standards and performance gaps with the team members

- Responsible for conducting the IDP discussions and identify & analyze gaps in technical and soft skills, based on the developmental needs nominate for training.

Effective recruitment and Vacancy Management

- Proactively take steps to manage vacancies and Recruit the right candidates in the Team.

- Manage the Business of vacant territory by proper resource utilization so as to ensure nominal impact on business

Channel Management : 

- Ensure distributor reviews on time and resolving issues with the channel partners timely.

- Manage the distributor to ensure settlements of claims, AR management and streamlining of inventory in the region.

- Maintain ASP's and have close control on the product discounts & its achievement. Bank guarantees submission & receivables control.

- Negotiation of price with Corporates and Margin with the Distributors to maximize profitability.

- Ensuring distributor trainings in the region around compliance. Ensure certification for the distributors with clear timelines.

What a Right Candidate would have :

- Bachelor in Science /B Pharma/ BE/ BTech in Biomedical Engineering / Bio-instrumentation, Electronics & PG degree in Business Management

- Minimum 10 - 14 years sales experience in Concept Selling background and people management 5 - 6 years in Healthcare

- Experience in handling two or more regions.

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