Government Sales Manager

2 weeks ago

Delhi, Delhi, India 0548 Varian Medical Systems Int'l (India) Pvt Ltd Full time

Together, we can beat cancer.

At Varian, a Siemens Healthineers Company, we bring together the world's best talent to realize our vision of a world without fear of cancer. Together, we work passionately to develop and deliver easy-to-use, efficient oncology solutions.

We are part of an incredible community of scientists, clinicians, developers, researchers, professionals, and skilled specialists pushing the boundaries of what's possible, to improve people's lives around the world. We embrace a culture of inclusivity in which the power and potential of every individual can be unleashed. We spark ideas that lead to positive impact and continued success.

If you want to be part of this important mission, we want to hear from you.

Roles and Responsibilities:

Relationship Management

Meeting with govt. clients (bureaucrats) and responsible for end-to-end Business Development. Attending pre-biding meeting and giving presentation (when required). Responsible for the end-to-end Business Cycle Management, right from meeting for demonstration, presentation and client engagements with Govt Sector. Data compilation and analysis regarding market trends in Govt space, competitive products & pricing and report the same to the management Maintain strong business relationship with all key decision makers in all State Govt Accounts and Maintain strong business relationship with all Key "influencers" (Clinicians/ Biomedical, Physicists), who will play an important role in drawing technical requirements from Govt institutes. Work with the team to identify appropriate channels of procurement in the govt such as state budgets, National Health Mission budget, Medical Colleges, and local district hospital level. Plan and execute strategy to cultivate the business through these channels. Market size analysis in different channels in govt, develop strategy, target, and execution plan for different channels. Understanding of the steps involved in the procurement and role of various departments such as State Medical Services Corporation, GeM etc and role of different officials from these departments and people. Data compilation and analysis regarding market trends, competitive products & pricing and report the same to the management. Provide a calendar to regularly cover each of the stake holder and maintain a workflow with actions and updates. Engage Varian management and leadership to cover the critical stakeholders from time to time. Engage marketing to undertake such programs, that will be win-win for both the strategic account and Varian Medical Systems. Engage with Service to ensure that the service levels are as agreed and superior. All the above with an expectation to hold credible relationship and establish a high brand value for Varian.

Funnel Generation

Understand and maintain a workbook on the current load, age of the current installations, expansion plans, infrastructure capability, current OIS and problems faced. Construct a 3-year funnel with insights into current level, timing of the opportunity and reasons to mature the opportunity. Share & present the funnel with Varian management and leadership to regularly provide visibility to the opportunity. All of the above with an expectation that the Govt Account opportunity will be scientific and will be helpful to size the market and involve key leadership from Varian.

Opportunity conversion

Generate techno commercial quotations either by self or with the help of Region sales covering the customer needs. Engage Varian management and leadership to strategically price the quotation. Follow-up & close the PO either by self or with help in a timely manner. Co-operate with Order review team and ensure that the PO from customer is logged into the system in a timely manner. Participate in sales calls and meetings to appropriately size project orders for the quarter and for the year. All of the above with an expectation that funnel generates orders for quarterly and annual expectations and budgets.

Order to Remittance

Work with internal and external stakeholders to ensure that the orders mature into sales within the committed time. Participate in customer Kick off Project meetings with site solutions team and help set realistic expectations. Co-operate with Sales Admin team to ensure that the LC guidelines and PI are provided in time. Co-operate with customer. Site solutions and Sales Admin team to provide clean LC and import authorization in a timely manner. Escalate customer issues and challenges to execution in time to Varian Management in time. Participate in sales calls and meetings to project and execute revenue commitments for the quarter and for the year. All of the above with an expectation that the revenue budgets are met for the quarter and for the year and also order execution meets customer satisfaction.

Account receivables

Accountability and Ownership to ensure that account receivables from the strategic accounts to Varian is in good control. Co-operate with Services and help recover service receivables in time. All of the above to ensure that the strategic account AR record is healthy and will not be a barrier to execution and customer satisfaction.

EDUCATION/EXPERIENCE:

Education in Bio Medical /or medical Physics with good understanding of medical technology and electronics. Number of years related experience:Minimum 10 plus years of healthcare experience in Sales.

Desired Candidate Profile:

Must have excellent communications skill. Presentation skills, Hardworking and should have strong work ethics. Experience into govt sales will be prefer. Able to judge the potential opportunities that are aligned to company product line. Open to travel extensively.

SKILLS & KNOWLEDGE

Proven work experience as a Sales account manager. Hands on experience in sales and an ability to deliver excellent customer experience. Ability to handle govt contracts from commercial, legal, risks & execution standpoint. Ability to work with Key stakeholders, as well as cross functional teams. Knowledge of MS Office (MS Excel in particular), MS PPT. Understanding of sales performance metrics. Excellent communication and negotiation skills. Ability to deliver projects and answer inquiries on time.

Varian is required to comply with all local and applicable regulations that may be associated with vaccine requirements for certain roles.

Fighting cancer calls for big ideas.

We envision a world without fear of cancer. Achieving this vision takes dedication and commitment from all of us, every single day. That's why we celebrate and value the distinctly beautiful and intersectional identities of each of our employees. We are a mirror of our patient-base, which allows us to innovate. Big ideas come from everywhere, and the best ideas are fostered by our unique individual experiences. At Varian, we encourage you to bring your whole self to work and believe your bold and authentic perspective will help to power more victories over cancer.

#TogetherWeFight

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