Job Summary
We are seeking a dynamic and result-oriented sales professional to drive secondary and primary sales growth across assigned territories/accounts. The role involves strategic account planning, demand generation, distributor management, KOL engagement, product availability management, and market development initiatives within the healthcare/medical devices segment.
Key Responsibilities
Planning & Forecasting
- Develop and execute monthly account-wise sales plans to drive secondary sales leading to primary sales growth.
- Prepare weekly call plans and customer coverage schedules.
- Generate accurate monthly and quarterly sales forecasts for assigned territories/accounts.
Sales Execution & Territory Management
- Ensure adherence to Sales Force Effectiveness (SFE) parameters including:
- Call average
- Customer coverage
- Working days
- Prescription tracking
- Secondary sales monitoring
- Product demonstrations and sampling
- Drive prescription and demand generation activities for the product portfolio.
- Monitor liquidation of products through stockists and distributors via regular follow-ups and coordination with end users.
- Ensure timely and adequate product availability across assigned accounts.
- Manage and strengthen relationships with distributors and CFAs (Carry Forward Agents).
- Handle product and service quality complaints by coordinating with Sales, National Manager, PV, and Quality teams for timely resolution and closure.
KOL & Customer Engagement
- Engage and build relationships with Key Opinion Leaders (KOLs) to increase awareness and adoption of focus products.
- Execute marketing-led activations and KOL engagement initiatives within the territory.
- Conduct training and educational sessions for paramedical staff on product usage, reconstitution, and application guidelines.
Business Development & Strategic Initiatives
- Identify and drive new business development opportunities in existing and potential accounts.
- Understand unmet customer needs and develop account-specific growth strategies.
- Conduct market mapping and competitive analysis including:
- Tracking competitor activities
- Monitoring surgery volumes and market trends
- Gathering actionable market intelligence
- Support VAMP deployment in identified accounts.
Desired Candidate Profile
- Bachelor's degree in Life Sciences, Pharmacy, Biotechnology, or related field.
- 3–8 years of experience in medical devices, pharma, or healthcare sales.
- Strong understanding of hospital sales, distributor management, and KOL engagement.
- Excellent communication, negotiation, and relationship management skills.
- Ability to analyze market trends and execute strategic sales initiatives.
- Willingness to travel extensively within the assigned territory.
Preferred Skills
- Territory management
- Demand generation
- Distributor & channel management
- Market mapping & competitor analysis
- Stakeholder management
- Product training & demonstrations
- Forecasting & sales planning
Key Performance Indicators (KPIs)
- Secondary and primary sales achievement
- Customer coverage and call productivity
- Product availability and liquidation
- KOL engagement effectiveness
- New account development
- Market share growth within assigned territory
