Key Responsibilities:
Sales Strategy & Channel Management:
- Oversee and manage the ultrasound sales in India, working with both direct and indirect channel partners to ensure sales growth.
- Conduct regular performance reviews (weekly, monthly, quarterly) with India Zone and Direct Channel Heads to ensure alignment on sales strategies, targets, and market dynamics.
- Prioritize and qualify deals using structured sales funnels (30-day, 60-day, 90-day) to ensure effective deal management.
- Support Business Partner Managers and BPs to increase top-line and bottom-line growth in the ultrasound segment.
Customer & Market Engagement:
- Liaise regularly with potential customers, key opinion leaders (KOLs), and HODs of medical colleges to foster strong relationships and identify sales opportunities.
- Act as the company's face when interacting with stakeholders to promote SHS Ultrasound products.
- Relay market feedback and insights to SHPL to support strategic recalibration and development of new business opportunities.
- Represent the company at key marketing events and exhibitions across India.
Training & Development:
- Train internal teams and business partners on product details, sales tactics, and techniques to enhance performance and knowledge.
- Ensure teams are aligned with the latest product offerings and value propositions, particularly for M1 and M2 products.
Sales Negotiation & Performance Monitoring:
- Negotiate fair and balanced terms and conditions to enhance company representation while ensuring profitability for both the business partner and the company.
- Maintain a customer-first attitude and ensure prompt responses to external and internal customer inquiries.
- Regularly review channel performance to ensure goals are being met, and make adjustments as needed to improve outcomes.
- Focus on increasing the penetration of M1 products in strategic key accounts.
Cross-Functional Collaboration:
- Secure cross-functional support from different business units to ensure seamless execution of sales strategies.
- Coordinate closely with the DI/AT sales teams for M1 and M2 products, ensuring strategic alignment for key accounts.
- Provide ongoing support for business partner managers and BPs, helping to drive growth and efficiency in sales operations.
Market & Regulatory Knowledge:
- Maintain an in-depth understanding of the Indian market dynamics, including regulatory environment and market trends, to guide strategic decisions.
- Continuously monitor competitive landscape and make strategic recommendations to strengthen the company's position in the market.
Skills and Qualifications:
Educational Qualifications:
- Bachelor's degree in Life Sciences, Medical Technology, Business, or a related field.
- Post-graduate qualifications (e.g., MBA or equivalent) are preferred.
Experience:
- Minimum of 10-12 years in ultrasound sales with significant exposure to both direct and indirect channel management.
- Proven track record of achieving business targets and driving sales performance in the ultrasound or medical equipment industry.
- Strong experience in negotiating terms with business partners and customers.
- Prior experience in managing cross-functional teams and working with senior stakeholders.
Skills:
- In-depth knowledge of the ultrasound industry, products, and market dynamics, particularly in the Indian market.
- Strong strategic, negotiation, and interpersonal skills.
- Proficient in sales funnel management, customer engagement, and partner relationship building.
- Excellent verbal and written communication skills, with the ability to present complex technical information in a clear and concise manner.
- Ability to work under pressure and meet sales targets in a competitive environment.
- A customer-first attitude with a focus on building long-term relationships and ensuring satisfaction.
- Active learner with a strategic mindset to handle competition and achieve results.
