Head of Sales - Institution

Job Summary

Responsible to manage achievement of sales benchmark for institutions by providing effective leadership to the team & maintain / increase market share/growth Vs competition.

Expand potential customers’ base with effective usage of IQVIA PLD DATA / Continuous personal field observation & also contribute as a coach/trainer for the development of KAM’S while giving them on the job training.

Effective implementations of Company’s core business strategies and commercial execution as communicated by Director Distribution, Institution and Export sales.

Principal Duties

• Manage to achieve assigned annual / quarterly benchmarks through KAMs.
• Ensure implementation of business strategy for private & public institutions
• Ensure coverage of the targeted potential accounts / hospitals
• Ensure coverage of all TCL clients i.e., pharmacists, administrative staff, doctors & purchasers.
• Recommend IRS for different cities as and when required to improve coverage and customer service.
• Ensure accuracy in forecasting SKUs for Institution business and share with demand team every month to ensure timely availability of stocks to private & public institutions
• Co-ordinate with Commex, identify new potential customers and also explore/develop new potential business outlets.
• Coordinate with distribution Team for timely replenishment at IRS and keep a close follow-up on inventories.
• Closely work with Senior Manager Institutional business co-ordination and his team for arranging tender related documents for participation in tenders and issuance of quotations to private hospitals.
• Review and Monitor each KAM’S sales performance on monthly basis and run accountability of non-performers and develop appropriate action plan in order to achieve set sales benchmarks.
• Coaching of KAM’S during field visits plus through virtual meetings to enhance their performance. Ensure on the job training for KAM’S in liaison/coordination with SFE/Training manager:
• Job orientation
• Coaching
• Sales Force Automation
• Any other as per need /availability.
  
  

Field Force Controls

• Tour Programs of KAM’S.
• Sales Promotion and Travelling Expenses
• Strict adherence to code of business conduct
• Effective implementation regarding best practices of SFA
• Ensure timely reporting of AER (Adverse Event Report) to Medical Department.
• Ensure compliance & adherence to the Company’s Policies and Procedures.
  
  

Knowledge & Experience

• Minimum 4-5 years’ experience as Key account Manager.
• Capable of building a long-term vision for developing profitable business
• Having good presentation & Communication skills
• Must have institutional business knowledge & strong vision for business growth.
• Good interpersonal skills.
• An ability to drive sales teams for growth.
• Good understanding/application of computer skills.
  
  

Minimum Qualifications

• Bachelor’s Degree
• Strong understanding & Experience of private & public institutions business