Baxter - Area Sales Manager - Medical Devices

ASMs who've done sales of medical devices.

Purpose of the role :

- Responsible for driving primary sales through product promotion in defined territory by meeting HCPs and para medical staff

- Coordinating with commercial / purchase authorities and channel partners for ensuring supply and liquidation of products. Drive awareness and adoption through activations in his/her territory/accounts.

Reports to : Sales Manager

Accountabilities :

Strategic Imperative:

- Drive Increased Installed base of Prismaflex - Acute

- Drive awareness and adoption of CRRT therapy amongst Intensivist and Nephrolohists

- Building Oxiris in targeted specialties Intensivist

- Establish robust distributor network - ICHD

- Drive awareness and adoption of High Flux therapy amongst Nephrolohists & Dialysis Tech

- Drive DCMs in their regions for Polyamix membrane and quality of dialysis

Planning :

- Monthly account wise planning of secondary sales leading to primary sales for their territory/accounts

- Weekly planning for coverage and calls

- Monthly/quarterly sales forecast for defined territory

- Quarterly activation planning

Execution :

- Drives adherence to SFE processes :, Call average, customer coverage, working days, SME trackers, prescription tracker, secondary sales and product sampling/demonstrations

- To track all product and service quality related complaints and coordinate with National/Sales Manager/quality to ensure formal response and closure to complaints report it to PV & Quality

Competition & Market Mapping

- Track and gather market data, no. of indicated surgeries, gather and analyze competitor activities

P5 Implementation :

- Implementation of Marketing strategy and activations as per defined GTM

- Identify and drive business development initiatives in his/her current /new accounts including training and education of paramedical staff

- Ensure speedy and adequate availability of products in his/her accounts

Parameters for success :

Key metrics :

Financial

1. Achievement of monthly primary sales target revenue numbers

Non Financial

2. Alignment to P5 plan (Segmentation and Targeting) - Deviation from MCL and account plan

3. SME development - As per defined list

4. Market Activations as per GTM

Key competencies :

Behavioral

- Drive for results

- Persuasive Communication

- Data analysis and Problem solving skills

- Market Orientation

- Planning and Prioritization

- People Management

Functional:

- Consultative Selling skills

- Product/Therapy/Competitor knowledge

- Strategic key account management

Key Collaboration Network / Collaboration :

Key shared accountabilities :

Work with marketing to drive execution of campaigns and activations

Govt. and Corporate account sales target

Mission-critical collaborators :

Sales Manager

Marketing

BaxSol and Corp Account Sales Team

Owns :

- Territory Performance

- Account planning & performance

- Activation Plan

- Subject Matter Expert (SME) Management at account level

Influences :

Pricing decisions at account level through competition mapping

Subject Matter Expert (SME) Management at national level

Vetoes :

Account selection and execution of the strategy at account level