Institutional Sr./Sales Manager- BMJ India

Job Type : Permanent

Objective of the Role:

To bring in new business and to ensure renewal of existing business from institutional market and meeting annual allocated target in South and West of India.

The key responsibilities of this role include:

- To ensure institutional business budget is met or surpassed and optimum renewal rate is maintained year on year.

- To ensure all products are pitched appropriately and revenue is generated from mix of products.

- Travel and visit customers throughout the South and West of India, Srilanka, explore, develop and maintain customers in Universities and Research Institutions of all sizes.

- Manage relations with customers and with the Local Distributor and the sales operation in the North and East states of India.

- Sell new subscriptions to existing and new customers through up selling, renewals, marketing campaigns, and cold calling.

- Plan, organize and implement sales programs for the region.

- Prepare presentations to new prospects and existing customers in academic and medical segment.

- Submit sales trip reports within stipulated time after every sales call.

- Prepare and submit weekly projection and pipeline reports for the region

- Prepare account plans for all key accounts.

- Manages academic, consortium, hospitals and health care accounts.

- Manage quotations and subsequent negotiations efficiently and optimally.

- Participation in regional and national and international trade shows, conferences and sales meetings.

- Data compilation and analysis regarding market trends, competitive products & pricing and report the same to the management.

- Manage and update the sales CRM system.

The person

- Must demonstrate a high level of professionalism, gravitas and presence to network with senior level positions in the Medical Institutions sector.

- Proven track record of regional sales & marketing plans which have led to substantial business growth

- Clear understanding of the local and business culture in South & West India and Sri Lanka and the methods needed to succeed in sales in that region

- Consistency in exceeding sales targets in terms of increased revenue

- Highly developed strategic, communication and negotiation skills with senior level contacts

- Ideally a minimum of 5-10 years STM publishing experience with the majority of this in the South & West region

- Experience of Institutional sales is must.

- An excellent network of relevant contacts within the proposed customer base in South & West India

- Experience of working within an STM publishing environment is a must

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