Territory Business Manager

ROLE PURPOSE:

In a few short sentences, outline the reason the role exists, its objectives and overall accountability.

Developing and implementing a territory sales strategy to achieve revenue, growth and profit targets. Promotion of Medline products and services within a designated territory.

MAIN DUTIES AND RESPONSIBILITIES:

1 Achievement of Territory Business Objectives on Net Sales, Gross Margins, Value & Unit Growth for Planned Accounts & Products.

2 Client relationship management and managing the interface between client and Medline while taking ownership of stake holder management with all relevant Business functions

3 Account Planning Develop Corporate/Private/Public Health account strategies, ensuring buy in from all relevant internal stakeholders at Medline and the client, whilst retaining overall responsibility for co-ordination and implementation of the Corporate/Private/Public Health account plans.

4 Liaise within Medline Team for Tenders to develop key offerings using well established business models.

5 Assist in the development of tender business or Private Hospital offerings in consultation with the marketing & relevant stake holders.

6 Promotion of Medline - Effectively leverage One Medline to the position of key supplier/partner within Corporate/Public Health key accounts.

7 Solution Selling – Investigate and respond to customer needs by providing integrated solutions

8 Informed Point of Contact - Manage the strategic interface between Medline and designated accounts

9 Information Management and ability to interpret & process information on Hospital Purchase Patterns, RFQs and competition supply trends.

10 Outstanding Individual Contributor as demonstrated by positive engagement with not only immediate team members but also with the wider organization to drive success beyond own territory

11 Experienced and knowledgeable member of the sales team as demonstrated by succinct displays of product insight, capacity to troubleshoot, able to provide constructive feedback and guidance across the organization’s operational functions and product divisions.

12 Strategic decision maker, with a high level of organizational insight who maintain strong internal and external business relationships, taking ownership of business with internal controls

13 Actively contribute to training and development (either formally or informally) for new and existing team members

14 Sharing customer preference updates & helping with inputs to Marketing for India Portfolio development

15 Expertise on demonstrating key features & benefits of Medline Products to Healthcare Providers & train them on appropriate usage, Coordination & Execution Clinical Education Initiatives for HCPs

SKILLS/EXPERIENCE/QUALIFICATIONS:

1 Strong customer focus, passionate about customer service & solutions

2 High level persuasiveness & Good presentation skills

3 Ability to intellectually present key concepts and market these internally to gain access to resources for driving business idea

4 Results orientated- Ability to make decisions based on analysis of risk and financial backup

5 Advanced written and verbal Communication skills

6 High level of Organizational and territory management skills

7 Ability to engage other peers and managers internally

8 Expertise on Private and public healthcare selling processes & An understanding of procurement budget cycles

9 Strong MS Office skills with experience in the use of databases and query tools basic research and reporting tasks

10 Consistently demonstrate outstanding performance in line with Medline’s core values and success factors

11 7- 10 years Surgical products/ solutions selling experience in medical devices/ surgical range