Regional Sales Manager, S&RC

4 weeks ago

Bengaluru, Karnataka, India Philips Full time
Job TitleRegional Sales Manager, S&RCJob Description

Position: Regional Sales Manager

Reporting: Business Leader- Sleep & Respiratory Care, ISC

About the role

Philips S&RC, India team is looking for a senior member of the commercial sales team to fuel our growth story. The incumbent will be responsible for delivering the Annual Operating Plan (AOP) for the business and leading the sales team across the Indian subcontinent. Together with the S&RC leadership team incumbent will be actively involved in implementing the strategic business priorities, go to market strategy & accelerate omnichannel performance. This is a key position in the leadership team, leading and directly influencing our vision and P&L performance.

We are looking for a highly skilled sales manager with a proven track record of growth. You will be responsible for:

Sales Leadership

  • Create, direct, and lead the development and execution of the sales strategies and revenue target (AOP) for S&RC business for the Indian subcontinent.
  • Establish and maintain a market leadership position in the country for the various portfolios and product groups.
  • Determine and implement the appropriate sales models, by geographical region, city or account, to maximize revenue and profit.
  • Responsible for creating sales strategies for price realization increase YoY and new product launches across the country
  • Manage and lead sales discussion across top key accounts (Private and Government) and create new business opportunities across these segments
  • Translate business plans of the sales group into a strategic 2-3 year plan in which targets, strategy and actions are set to meet the short- and long-term goals
  • Collaborate with Marketing, Commercial and service team in the execution of the strategic plan

Business Management

  • Monitors sales performance on an ongoing basis, initiating corrective actions, preparing reports, summaries, analysis and documentation on all critical KPIs
  • Supports sales members in activities such as sales promotion, and executing special projects; Ensures the effective implementation of representative customer records, key contacts, reports and company policies;
  • Develops and executes sales strategies and market development activities
  • Plans and controls expenses to ensure sales objectives are met within budget
  • Conducts quarterly sales reviews with team and regional manager, adjusts strategies in accordance with business requirements.
  • Provide monthly planning and business forecasting process across and in collaboration with various functions of the organization.

Channel Management

  • Responsible for creating a strong channel partner network within India. Monitor channel performance KPIs such as growth, revenue achievement and coverage
  • Responsible for development, maintenance and improvement of the relations with channel partners in the country
  • Ensure discipline and compliance from channel partners- Develop and implement frequent tracking parameters

Team Management:

  • Drive execution of the plan through leadership and coaching to the sales team members
  • Co-own the talent development charter for the organization along with the HR team

Requirements (proficiency in all above is non-negotiable)

To succeed in this role, you'll need a customer-first attitude and the following:

  • Experience: 8+ years with proven track record in MedTech sales. Experience in health care/Pharma/med-tech is a must.
  • Team leadership experience of at least 5 years
  • Absolute Must - Data driven - insight(s) based approach; Numerically savvy
  • Excellent written, interpersonal, and verbal communication skills

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