Sales Representative - Bangalore - Medtronic
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v MAIN PURPOSE:
achieve sales revenue and market share targets for a specified regional
territory, by promoting Kanghui products to doctors/
practice effective account management, KOL management, promote the products,
maintain product and technical competency and provide market information (MIS)
on a timely basis
for achieving Secondary AOP in terms of product units and revenue.
Ensure coverage of all accounts on
the basis of customer segmentation within territory in agreement with the
manager to maintain optimum level of exposure and effective time
Maintain and expand existing business
and develop new business opportunities.
and Distributor Management Activities
for identifying the customers/doctors and driving customer engagement activities,
Therapy training programs to create awareness about products and therapies.
Distributors and expand the KH Market reach in the Northern region.
Distributors and map the secondary sales from the distributors and help the
distributors to increase the secondary sales.
marketing expenses, spend on marketing programs for HCP.
responsible for KOL Management in terms of scheduling activities &
planning effective customer engagement programs like Therapy
trainings as per requirement
and BCS compliance and maintain productive relationships with them.
non-prescribing customers, hospitals administrators, staffs to maintain
productive relationship with them.
Communicate marketing plans /
intelligence/competitor activity promptly, including potential sales
leads, and information regarding product price or account activity to
appropriate company personnel.
Recognize and understand competitive
products, features, strengths in relation to the company’s products and provide
the information in agreed format on weekly basis to manager
Manage Contract sales employees, Train them on
products & Sales and help them to achieve the revenue targets.
Acquire and maintain comprehensive
clinical and technical product and therapy knowledge.
Acquiring knowledge about processes
in the organization around marketing events request, product donation and
Responsible to participate around his/her
Individual Development Plan in consultation with the manager.
Develop and maintain accurate account
and territory record.
v KEY EXPERIENCES,
SKILLS & ESSENTIAL ATTRIBUTES:
(Key experiences, skills and attributes that are most essential for the
job incumbent to possess which will aid him/her in successful job performance)
Bachelor in Science /B Pharma/ BE/ BTech in Biomedical Engineering /
PG degree in Business Management (preferred)
Relevant prior Experience and Knowledge which will be useful in current role
5 – 8 years’
sales experience - TM
Selling of knowledge based product from MNC/Company
Experience in Managing / mentoring team members
Willing to travel extensively
Skills required for successful
performance in this Role
Communication skills and Interpersonal skills
Good verbal communicator and presenter – Good command
over English and Regional language
Professional presentation and "Presence"
Professional standard of written and
verbal communication to sales team and customers
Ability to quickly establish credibility with all
levels of customer base
Relationship building Skills including Networking Skills
Sound clinical and technical knowledge of Spine Therapy products
would be an added advantage
Strategic mindset in planning and driving marketing
strategies and managing customers
Customer focused: Should have an ability to engage
the customers & partner to ramp up business support at the same time
being able to deliver value.
Demonstrated grit in handling challenging customers.
Understanding and ability to collaborate
with channel partners.
Good influencing and convincing
to work effectively in a team environment.
Competencies that will help to
successfully accomplish the job
demonstrates tenacity to achieve assigned AOP and complete the assignment
Well organized, able to set and reset priorities, willing to work
extended hours (sometime even beyond call of duty hours) to support emergency
Demonstrate Patience and perseverance while handling customers.
Agile to keep
acquiring and updating product and process knowledge, undergo training.
Has ability and
willingness to learn from experiences and applies past learning to new
situations and changing situations successfully
Eagerness to learn and expand responsibilities
and flexibility - to work in a dynamic
and complex environment
and motivates self and others to adapt to change
resourceful, adaptable, and thoughtful
TRAITS FOR TERRITORY MANAGER /AREA MANAGER - KANGHUI
(Of the Nine Medtronic Traits outlined these traits are most
essential for this Role)
Identifies with the six tenets of the Mission –
Contribution to human welfare, Growth, Quality, fair Profit, recognize the
worth of people and good corporate citizenship.
Compliance & Integrity
Models the highest standards of honesty, ethics, and
Consistently promotes and adheres to letter and
spirit of Medtronic Code of Conduct, all applicable laws, and company
Promotes and ensures an environment where ethical
behavior is expected and unethical behavior is not tolerated; expeditiously
takes appropriate action when problems occur.
Demonstrate Product, Disease and
Demonstrate the required Selling
Skills for effective Customer Interaction
Demonstrate Customer focused
Consistently delivers results on time
and exceeds expectations
Clarifies and aligns
resources for faster execution
Looks at different ways to
align resources for better outcomes
progress and makes adjustments.
Takes accountability to
produce agreed upon results.
Problem solver: Resolves issues of customers / distributor
/KOL in territory.
Making sound decision in
absence of full data.
matters to Internal (Medtronic people) and other external stakeholders with
appropriate clarity and simplicity .
Driven to Win
Consistently achieves high outcomes under varied
Doesn’t allow degree of difficulty to stand in the
way – finishes what he/she started.
Demonstrates high capacity for work.
Taking on significant challenging responsibilities
Pursues work with passion and drive
Operates with customer interests clearly in mind.
Interacts regularly with customers and seeks inputs.
Well informed regarding market and industry /
competitors operating in territory.
Explores new opportunities and asks informed
Works in partnership with diverse team members to
build a unified vision that inspires and engages them
Understands what matters to individuals and teams
A source of positive energy and enthusiasm
Motivates others to achieve beyond what they thought