Regional Head - Sales - IIM/ISB/XLRI

Regional Head, Operations - South for a Chain of Corporate Medical Centers Pan India for its South ( alore )Bang and West Zone ( Mumbai )

MBA/MHA from ( Top B Schools like IIM, XLRI, ISB, FMS etc.. )

10-15 years of experience in sales and marketing preferably in Healthcare/ Pharmaceutical/ Retail industries

Strategic

1. Collaborate with the ED-Marketing & Sales in formulating the business development plan for the respective region in line with overall strategy, business development plan and regional marketing initiatives

2. Facilitate the process of fixing revenue targets for individual centers based on the market potential

3. Render inputs to M&A and Doctor Empanelment teams though the thorough understanding of the competitive landscape and opportunities in the respective region

Operational

1. Implement the business development plan of the respective region by providing effective leadership to Sales Managers and Business Development Executives

2. Monitor the performance of Center Sales Managers and Business Development Executives regularly in terms of revenue targets and number of GPs to be approached

3. Develop business relationships with institutional clients and insurance companies in the region

4. Analyze the potential of each respective zones assigned to each center sales manager and provide adequate resources & support required

5. Work closely with Regional Marketing Director in planning and rolling out the business development activities in line with the regional marketing strategy

6. Drive the engagement of referral GPs/ Doctors, address their grievances and ensure referral bonus is paid in-time by coordinating with Finance team

7. Review the results of patient feedback surveys from respective regions and assist in framing and implementing required corrective measures

8. Maintain regional level statistics about the sales in the MIS and report it to the ED – S&M in a periodic manner.

9. Collaborate with Regional Director, Marketing for conducting Regional/ Center Level promotional activities with for improving the brand identity

Financial

1. Prepare the annual sales budget for the region; Aid ED-Marketing & Sales in preparing annual sales budget for the Centres

2. Monitor the budget utilization; Study and analyze causes for significant deviation from budget and take corrective action for the same, if required

People

1. Ensuring timely goal setting, periodic reviews and performance appraisal of all the reportees

2. Collaborate with HR team in conducting relevant training programs for the Business Development Executives to increase the effectiveness of sales process

3. Identify and nurture high potential employees, mentor & support them for taking up senior positions

4. Investigate and resolve critical attrition in the Sales function with the help of HR

Key Performance Indicators

- Planned V. Generated revenues for each region

- Target V. Actual, Number of GPs, Institutions and Insurance agencies contacted

- Target V. Actual, Quantum of Business generated from various channels

- Institutional clients

- GP referrals

- Insurance clients

- % Variation from departmental budget

- Brand equity ranking of the centre within the target segment in the region

- Target V. Actual, Number of training man-days achieved for self and team

- % Adherence to timelines for appraisal process for self & team

- Target V. Actual, Regrettable attrition percentage in the function