Regional Sales Head - Healthcare Startup

Key responsibilities :

I. Own the Sales Planning & Target Achievement by the Team

- Create monthly/weekly primary & secondary(focus on primary) sales achievement plan (budget) for assigned territories and communicate it to team

- Develop new business opportunities through various channels

- Drive new initiatives to increase sales achievement

- Devise and execute (through team) local strategies to convert doctors, increase referrals, engage other relevant partners & enhance business results

II. Control & monitor business performance & SOP adherence by Team

- Create operational plans for executing proejcts to achieve maximum potential of team

- Monitor tour plans, basic working (calls, coverage) of team, ensure optimum MSL (Must-see-list) doctors coverage and top doctors coverage of team

- Analyse ROI of promotional activities, major sponsorship, discounted business etc.

- Allocation of resources to team members to drive high outcomes

- Conduct effective team review meetings

- Manage vacant territories in absence of TMs

III. Manage external Stakeholders to ensure ongoing business results

- Identify KOLs and relevant doctors to associate with

- Execute Annual Engagement plan for KOLs as per their customer profiling

- Nurture stakeholder relationships through consistent visits by team

- Create retention plans to prevent loss of prescribers to competition

- Monitor secondary and primary business against the sales plan weekly

IV. Team Building & Growth

- Proactively spot talent for a doctor channel growth

- Conduct preliminary screenings of spotted talent and refer accordingly

- Ensure implementation of onboarding SOP and handhold MT to achieve his/her confirmation goals

- Engage team members basis their individual profiles

- Address and resolve all concerns / challenges relating to TMs as the first point of contact

V. Team Performance Management

- Cascade goals to the team, monitor and review team performance

- Provide ongoing feedback to the team to improve performance

- Deliver on-the-job trainings through joint field work

- Identify individual performance gaps and recommend trainings

- Identify high potential talent within the team and coach them to take on future roles

- Reward and recognize team on an on-going basis