About the role
As an Asst Mgr, Sales - Pharma, you will be responsible for driving primary sales through product promotion in defined territory. The role involves engaging with anesthetists, healthcare professionals (HCPs), paramedical staff, hospital purchase authorities, distributors, and channel partners to ensure product availability, demand generation, and business expansion.
Role requires strong critical thinking, consultative selling capabilities, and data-driven decision-making. They possess the ability to identify growth opportunities, lead complex customer relationships, implement market development initiatives, and consistently deliver business results in a highly driven healthcare environment.
Location and Territory Coverage:
- Base Location: Kochi (Cochin) - Kerala and Chennai (India)
What you'll be doing
- Build strong relationships with anesthetists and key partners to increase product penetration and market share across assigned accounts. Drive awareness, adoption, and utilization of Baxter's inhalational anesthetics portfolio, including: SUPRANE (Desflurane USP), AERRANE (Isoflurane USP), SEVOFLURANE (Sevoflurane USP)
- Develop monthly account-wise sales plans to drive secondary and primary sales. Prepare weekly coverage and customer call plans.
- Generate accurate sales forecasts on a monthly and quarterly basis. Plan and complete quarterly business and market activation initiatives.
- Ensure adherence to Sales Force Effectiveness (SFE) metrics, including call productivity, customer coverage, working days, secondary sales, sampling, and demonstration activities.
- Implement marketing strategies and customer activation programs as per the defined go-to-market (GTM) plan.
- Identify and develop business opportunities within existing and new accounts.
- Conduct product training and educational programs for healthcare professionals and paramedical staff.
- Ensure continuous product availability and inventory management across assigned accounts.
- Track, report, and coordinate resolution of product quality and pharmacovigilance-related complaints with relevant participants.
- Conduct market mapping and competitive intelligence activities.
- Monitor surgery volumes, customer trends, and competitor activities to identify growth opportunities.
- Develop and implement strategic account plans to improve customer engagement and business performance.
- Run pricing discussions and account-specific commercial opportunities based on driven insights.
- Achieve monthly and quarterly secondary sales targets. Deliver territory revenue and profitability objectives.
- Drive primary sales growth through effective distributor and channel partner management.
- Implement segmentation, targeting, and account engagement plans.
- Support SME development initiatives.
- Ensure successful implementation of approved market activation programs.
What you'll bring
- Bachelor's degree in Pharmacy (B.Pharm), Life Sciences (B.Sc.), Biomedical Engineering, Biotechnology, or related field.
- Minimum 5 years of pharmaceutical or healthcare sales experience.
- Experience into Anesthesia, Critical Care, Medical Devices, Surgical Products, or Healthcare Consumables.
- Exposure to operating theatre environments and hospital procurement processes will be preferred.
- MBA or equivalent experience from a reputed institution will be an added advantage.
Key Competencies
- Behavioral: Results Orientation, Effective Communication, Analytical Thinking, Customer Focus, Planning & Prioritization, Collaborator Management.
- Functional: Consultative Selling, Product & Market Knowledge, Strategic Account Management, Negotiation & Influencing, Sales Forecasting, Territory Management, Market Development, and Corporate/Government Account Management.
- Cross-Functional Partnership: Partnering with Sales, Marketing, Corporate Accounts, BaxSol, Quality, and Pharmacovigilance teams.
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