Compass Group - Manager - Medical Equipments/Enterprise Solution

Overall Purpose of the Role :

Responsible for being a subject matter expert on delivering annual business development strategy by driving revenue growth from new healthcare accounts (B2B). Also responsible for collaborating with sellers and executing sector strategy for the growth of the Healthcare segment portfolio in the region

ROLE DUTIES & REQUIREMENTS:

Results :

- Drive growth and penetration of Compass Food Solutions in the Healthcare sector

- Achievement of the sector sales target and formulation of action plans to manage deviations, if any

- Strategic mapping of the sector with Inside sales to ensure coverage

- Drive pre-sales funnel with Inside sales to ensure year-on-year target coverage

- Ensure Education & Sales closures in the sales funnel as per research outcomes with clients in the sector

- Drive sector performance (i.e. sales growth and profitability) against targets

- Monitor all contract deviations with regard to account P&L and adherence to the minimum GOP targets for all new proposals and getting the necessary approvals

- Improve sales funnel velocity and conversions through sales funnel rigour

- Optimum utilization of inside sales and sales bandwidth to maximise sales funnel outcome

Client :

- Drive acquisition of large accounts through right solution building as per client WITYs

- Establish relationships with potential large clients through regular interactions with key decision makers

- Guide and co-work with the territory inside seller to ensure exhaustive research & strong relationship building

Process & Strategy:

- Analyse the competitive landscape and provide strategic insights

- Support in the preparation of the account management strategy within the sector for business development

- Guide and co-work with the territory inside seller to ensure exhaustive research & strong relationship building

Essential:

Minimum 8 years of sales experience in:

- Enterprise Solution Sales to Hospitals

- Established Relationship network with top management in Hospitals

- Established large hospital wins in the Healthcare sector in India

- High value complex sales process

- Cross functional Bid development process

- Sales funnel management

- Key Account Management

- Strategic territory sales management

- Understanding of RFQ, RFP processes

Key Skills:

- Enterprise sales

- Strong oral & written communication skills

- Sales funnel & process orientation

- Online CRM management

- Strong customer solution focus

- Strong customer relationship focus

- Social Media networking

- MS-Office

Desirable: People with sales to healthcare for medical equipment, medical consumables etc