Head - Sales/Business Development - Medical Equipment - PAN India

Sales Strategy & Planning :

- Align the Medical sales plan for the period to the Medical divisional and Medical global BG strategy; Ensure systematic cascade of finalized National sales plan to Regions, while embedding stretch and tight alignment

- Drive P&L for the business by winning key clients (new and repeat business) to strengthen the revenue pipeline

- Manage budgets for Medical sales at a national level; Identify and drive focused sales and marketing initiatives; Periodically report budget utilization and investigate spending variances to drive cost consciousness across the team

- Establish guidelines on sales process and sales touchpoints to drive a standardized experience across customers

- Oversee sales collections at a National level and ensure that Day Sales Outstanding (DSO) is as per the defined standards

- Identify innovative sales to drive market penetration for new and existing products and customer engagement

- Establish and drive a framework to plan and drive product launches and other key field events to ensure high return on investment and maximum impact; Identify areas to revise product marketing for more impactful sales and marketing, in areas where key competition exists

- Work closely with the Medical Division Head and HR team to finalize sales incentive plans to drive lead generation, on-time / correct deal closure, collections, etc.

- Scan the market of market/competitor trends, best practices in sales process, etc. to drive relevant practices within the Medical sales teams

Medical Operations:

- Lead monthly, quarterly and annual sales forecasts to ensure successful and timely achievement of sales goals across all regions

- Drive decisions on pricing, positioning and brand extensions by leveraging information on current/historic market trends to maximize price realization

- Program manage the product specialist team

- Guide the sales teams to drive customer adoption; Enable increased usage of equipment in order to achieve annual licensing revenue target

- Lead periodic reviews with Regional Sales , Product specialists and BD on the effectiveness of team efforts through win-loss reviews of deals to drive ongoing improvements

- Drive preventive / corrective actions for issues / escalations relating to Medical-devices sales; Guide teams on crucial escalations to ensure appropriate resolution of issues

- Drive discipline around usage of sales support technologies like CRM, SAP, Order processing, etc. to enable tracking and analysis of sales performance and develop corrective plans to address any gaps

- Lead analysis key performance metrics like revenues, win-loss, sales expense etc. to facilitate data-driven decision making

- Develop technical and functional proficiency within the Medical-Device (India) sales unit to ensure effective selling

- Drive systematic knowledge management and a continuous learning process to better enable the sales team to meet market and client needs

Stakeholder / Vendor Management:

- Develop / maintain excellent professional relationships with key prospective and existing customers to identify areas of improvement, new product opportunities, upgrades, etc.

- Influence crucial customer decisions in favour of India to enable long term association and high-margin growth

- Nurture healthy relationships with the other Medical Sales teams to successfully fulfill turn-key deals requirements

- Liaise with different teams within the Medical division to ensure timely support for Medical Device team to close deals effectively

- Work closely with teams across divisions to identify opportunities for cross sell / joint GTM

- Collaborate with the Enabling functions to ensure smooth functioning of the team and adequate support to conduct business

People Management:

- Drive the development of Manpower plans for the national sales team to ensure optimal staffing and drive productivity

- Mentor team members and provide timely feedback to drive robust performance management

- Drive the sales team's development by providing them opportunities like stretch goals/projects, training, coaching, etc.

- Motivate the sales team with monetary and non-monetary incentives, such as sales contests, commissions, public recognition, etc. to build a performance based culture within the team