General Manager/Head - Sales - Diagnostics Business

Desired Profile:

- MBA | Post Graduate (Any) | Graduate (Any) from Premium Institute, College, or University

- 15+ Years of experience including 10+ Years of sales leadership experience in Reputed Diagnostic | Healthcare Organization.

- Strong experience in sales growth strategies, P&L accountability.

- Strong adaptability

- Strong Stakeholder Management, KOL (Key Opinion Leaders) Engagement

- Strong Networking Skills

- Problem solving and analytical skills.

- High level of integrity and dependability with a strong sense of urgency and results orientation.

- An enthusiastic team player and strong interpersonal skills.

- Data Driven Decision Making/ Strong Analytics skills preferred.

- Strong Communications Skills (both written & verbal)

- Strong detail orientation a must

- Strong Execution skills

- Team handling experience (10+ Years)

- Business ethics

- Sales Leadership

- Provides the visionary and thought leadership that inspires the highest level of performance in the services delivery of our diagnostic business considering the strategic business objective related to the integrated business model Vijaya Diagnostic Centre in multiple geographies.

- Gain an in-depth knowledge of the sales performance of company at a granular level and come up with innovative ways of driving sales and revenue generation while ensuring profitability.

- Independently manage entire sales team comprising direct marketing, corporate sales and retail marketing verticals, cumulatively made up of a team of 100 or more employees.

- Own up responsibility for singularly driving targets and generating revenue from each of these verticals.

- Organize and monitor managers and individual team members to work towards achieving and exceeding targets

- Compare performance with budgeted targets, identify inefficiencies and constantly work towards addressing these inefficiencies in an appropriate manner

- Motivate and ensure team members work towards driving business from new customers, doctors, labs, hospitals and other healthcare setups

- Formulate a detailed marketing methodology for aggressively publicising and converting leads for
specialized and high end tests

- Devise strategic plans for planned penetration into high-potential market pockets and unexplored geographies

- Intelligently forecast footfall and concentrate marketing efforts in a way that quicker break-even is achieved for new centres

- Ideating and coming up with plans for marketing activities that enable increase of sales and awareness of brand

- Manage hiring of field force across all levels in the hierarchy and device ways to motivate, engage and
retain employees

- Regularly evaluate knowledge level and demonstration ability of team members and organize periodic
training to ensure adequate know-how of service offerings and the right skill to present it effectively

RELATIONSHIP MARKETING:

- Obtain an in-depth understanding of the company's service offerings and device an effective way of
demonstration. Ensure that team members are always abreast with new technologies and investigations that are introduced at an organizational level.

- Identification of reputed hospitals, labs and healthcare setups with significant regional coverage and establishing tie-ups for flow of patients

- Establishing and growing superior relationships with doctors of significant repute and concentrating
efforts towards conversion

- Maintaining and updating doctor database, scheduling and monitoring regular visits to ensure the
relationship is maintained and addressing concerns, if any

CORPORATE SALES:

- Liaison with major corporates in the public and private sector for empanelment for mandatory annual
employee check-ups and other medical needs

- Maintenance of a database of corporates already captured and continuing the relationship through
regular visits and interactions

- Scouting for corporates that haven't been captured and direct efforts towards conversion to empanelment

- Timely follow up for clearance of outstanding dues

DIRECT MARKETING:

- Identification of areas with high coverage of customers and potential for conversion (societies, residential pockets, parks, banks, schools etc.) and plan conduct of medical camps and campaigns while ensuring effectiveness with respect to cost incurred versus conversion to footfall and revenue

- Collaboration with corporate sales teams for conducting on campus medical camps in corporate
companies for capturing individual customers, thereby increasing footfall

- Identification of unexplored geographic areas and concentration of direct marketing efforts for growth of span of coverage in terms of B2C sales

- Giving inputs to projects team for strategic branch expansion based on potentiality of areas