Regional Sales Manager

2 months ago

Gurugram, India Medikabazaar Full time

The Regional Sales Manager is responsible for building, developing and executing Boston IVY - Medikabazaar’s sales strategy within the acute sector for the innovative Boston IVY - Medikabazaar Dialysis System.


This role will focus on new opportunity development for our groundbreaking technology startup, developing the commercial capabilities and processes required to achieve Boston IVY - Medikabazaar’s goals. You will work to Identify and secure initial customer accounts and driving adoption and sales growth; and work closely with other parts of the commercial team, (including marketing, product management, customer service and clinical applications) and effectively collaborating with stakeholders across the business.


Key Responsibilities

Sales Management

  • Develop and maintain a deep understanding and familiarity with targeted geographic markets including market dynamics, drivers, reimbursement structures, product pricing, competitive environment and key customers.
  • Build and maintain a strong network with all related channels of distribution (potential and current) in assigned geographies, establishing realistic but aggressive plans for growth, and then driving implementation per plan.
  • Apply strategic thinking and planning to identify and then capitalize on prioritized expansion opportunities into new territories.
  • Assume a hands-on role within sales and account management, maintaining a personal presence and high visibility in the field, including direct participation in customer sales cycles at key contact level.
  • Encourage and maintain a successful approach to identifying and negotiating potential contracts and aid the closure of major deals with support from other internal departments where necessary.
  • Identify and implement capabilities required to support successful sales cycle and customer experience

Forecasting and Reporting

  • Provide regular management reporting on all aspects of the sales cycle, including a forecast of quarterly and annual sales targets.
  • Use reports and market data to drive target-setting for the sales team, ensuring all targets remain in line with financial forecasts and business expectation.
  • Work closely with related departments (e.g. Operations, Finance) to drive the development of sales and forecast models in line with regular financial planning cycles.

Market & Competitor Landscape

  • Remain up-to-date on direct and indirect competitor activity, including new product developments, pricing policies and market share in each territory.
  • Leverage own network to build and maintain strong relationships with key customers and opinion leaders across the industry.
  • Encourage a culture of knowledge regarding competitors and the renal industry across own team and the wider business through various forms including but not limited to regular training, workshops, lunch-and-learn sessions or sharing of industry-related articles.

Requirements/Qualifications

  • Degree or equivalent in an appropriate business / scientific / engineering subject.
  • At least 10 years of experience in sales and commercialisation leadership in the medical device products industry in renal care / dialysis selling innovative technology.
  • Experience and track-record selling into the hospital sector, and successfully managing contracting processes.
  • High level influencing, communication and presentation skills; able to negotiate successfully with senior executives in the medical sector and project the image of the Company at leading international conferences.
  • Proven track record of supporting and participating in activities that promote team effectiveness in a sales role.
  • Charismatic, driven and strategic in nature.
  • Excellent business planning (medium to long term 3 to 5 years) and market analysis skills.
  • Computer literate (MS Excel, PowerPoint, Word and CRM tools essential; SharePoint and related business process tools desirable).

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