Senior Zonal Account Manager

Fortive

7d•Onsite

About The Position

Achieves/exceeds sales targets for the designated Karnataka state, and in a manner, consistent with the company policy and goals. The Individual Contributor is responsible for closing the sale of HLD (Capital Equipment and consumables) in Karnataka. Should have thorough knowledge of the products responsible and maintain a good understanding of customers’ needs, as well as competitive developments in the market place. Develops long-term positive customer relationships, building loyalty and confidence in ASP as a preferred supplier.

Requirements

Science Graduate + MBA preferred
A minimum of 6+ of sales experience from healthcare industry preferably in medical device industry.

Nice To Haves

Strong Leadership Skills
Excellent problem solving & interpersonal skills
Results-oriented with good negotiation &communications skill
Strong business sense
Demonstrated ability to build and maintain key business relationships internally and externally.
Demonstrated ability to work both collaboratively and independently in a cross-functional and team-oriented environment.

Responsibilities

Responsible for promoting complete ASP HLD portfolio
Provide weekly and monthly sales action plan to manager, reflecting the activities required in each account to achieve sales objectives
Able to negotiate and close sales in routine situations and with guidance when handling more complex deals
Participate in Trade Displays and Conference when required
Develop understanding of customer needs to identify sales opportunities
Identify tender/contract opportunities and work with colleagues to deliver
With guidance, develop an effective and efficient territory plan
Identify and educate surgeons on right infection control practices and solutions through consult-in-surgery, one-on-one sales calls, one-to-many training sessions
Work with manager to identify customer in-service needs to support customer delivered healthcare services and use of products efficiently and effectively
Develop and maintain strong relationships with all levels of customers in hospitals
With assistance, co-ordinate and deliver in-services education sessions
Advise marketing on customer's in-service education resource needs
Prepare a plan to optimize key account development and sales growth by identifying opportunities
Identify and document key customers and decision makers
Be aware of Key Account strategies for growth
Identify and optimize cross selling opportunities and work with managers/colleagues to realize these
Provide customer support on inventory, within company guideline
Develop understanding and continually enhance personal understanding of product's features, benefits, correct product application, through practical experience, training programs, and learning from key end-users
Able to demonstrate application/usage of products and differentiate them from competitor's products
Develop understanding of competitive products, their features-advantages-benefits
Gather information on current practices, behaviors and attitudes
Judiciously manage AR, operating expenses, (transportation, A&P, entertainment, travel) while ensuring sustainable productivity
Seek prior approval for budget variations
Work within sample issue and co-ordination guidelines
Agree expense budget/guidelines with immediate Manager
Plan sample and expense utilization to optimize usage while remaining in budget
Maintain a responsible and ethical approach while actively pursuing business outcomes
Conduct business within ethics and values
Relationship with customers based on high ethical standards