Zonal Sales Manager, Delhi

2 weeks ago

Gurugram, India Zimmer Biomet Full time
The primary objective of the Zonal Sales Manager (ZSM) (Recon) is to ensure achievement of secondary sales objectives by providing excellent service and advice to current customers within an assigned geographic area, whilst also leveraging new and existing business with the aim of growing market share.
Additionally, this role acts as a mentor for new Sales Colleagues and Clinical Support Representatives (outsourced scrubbing resources) within a designated geographic area. Case support coordination, conversion of new business opportunities and some business analysis are required in this role.
The role is intended to provide a development pathway for experienced and successful Sales Personnel moving toward a career in sales management.
What You Can Expect
The primary objective of the Zonal Sales Manager (ZSM) (Recon) is to ensure achievement of secondary sales objectives by providing excellent service and advice to current customers within an assigned geographic area, whilst also leveraging new and existing business with the aim of growing market share.
Additionally, this role acts as a mentor for new Sales Colleagues and Clinical Support Representatives (outsourced scrubbing resources) within a designated geographic area. Case support coordination, conversion of new business opportunities and some business analysis are required in this role.
The role is intended to provide a development pathway for experienced and successful Sales Personnel moving toward a career in sales management.
This responsibility involves a significant amount of time spent within the operating theatre environment and the incumbent must demonstrate an understanding of this environment and of the role as both a representative of Zimmer Biomet and a part of the operating theatre team. The ZSM is responsible for supporting current business in the Recon range of products, and to actively grow the business by gaining new accounts and increasing Market Share.
This responsibility involves a significant amount of time spent both enhancing current business and development of future business opportunities.
The ZSM (Recon) should possess a strong working knowledge of Zimmer Biomet and competitor products. As a pivotal role within the organization, the ZSM acts as a liaison point between the customer and the various internal departments (eg. Marketing, Finance, Operations) whose work impacts or is impacted by field activity.
As a conduit of information to and from the field, ZSM must also facilitate the flow of information regarding changes in the industry, customer environments, or competitor activity to others within the larger Zimmer Biomet organization.
How You'll Create Impact
Support and Review Current Business (40%)
  • Actively contact current and potential customers and attend to resulting customer requests.
  • Increase Market Penetration through gaining new customers & developing customer relationships in defined market segments & assigned territory
  • Conduct in-servicing and workshops on products.
  • Maintain good relationships with key accounts & seek to continue leverage of existing business relationships.
  • Responsibility of achieving Primary and Secondary sales in the designated territory and Key Accounts.

Targeting and Conversion of Business (50%)
  • Establish relationships with key decision makers (KOLs) currently using competitor products, within targeted geographical & product areas.
  • Have superlative technical product knowledge of Zimmer Biomet products in terms of USP, product features, benefits etc.
  • Should be well versed with competition products- their USP, product features and benefits and be able to use it to Zimmer Biomet advantage.
  • Present proposal to decision makers and convert customers to usage of Zimmer Biomet products.
  • Regularly visit existing customers and maintain network of key opinion leaders to achieve the assigned AOP
  • Responsible for the preparation of quotations for sales query as well as documentation for submission of tenders. To engage in the negotiation of prices in line with the guidelines from management.
  • SPOC to customer for scientific product related query and planning of scientific conferences
  • Provide surgical case coverage, follow up support and troubleshooting for all Ortho surgeons
  • Conduct required training for new accounts on all products
  • Guide & supervise the activities of outsourced scrubbing resources
Management Reporting (5%)
  • Completion of reports as required by NSM/RSM (or others), including monthly reports & expenses.
  • Prepare ad-hoc reports on an as-required basis.
  • To liaise with Distributors for effective customer service, order procurement for primary sales and realization of receivables from Distributors/Hospitals of the territory in co-ordination with the Area/Regional Sales Manager and Finance Department.
Technical Learning and Skill Development (5%)
  • Attendance at relevant workshops and, where required, completion of learning assessment exercises.
  • Study relevant clinical articles & data to build knowledge base and provide relevant advice to customers & staff.

What Makes You Stand Out
The incumbent will be required to demonstrate behavior in accordance with Zimmer Biomet's Guiding Principles, as listed below.
  • Respect the contributions and perspectives of all Team Members
We respect you for your individual contributions and your diverse perspectives. We support your professional growth and provide you with opportunities to share in the company's success.
  • Commit to the highest standards of patient safety, quality and integrity.
We commit to the highest standards of patient safety and quality in our products and services and to be recognized for world-class integrity and ethical business practices.
  • Focus our resources in areas where we will make a difference .
We focus our resources in areas where we will make the greatest impact for our customers and patients through our collective knowledge of the disease state or market, established infrastructure, relevant engineering expertise and skillsets.
  • Ensure the company's return is equivalent to the value we provide our customers and patients.
We innovate to provide value through effective and efficient solutions for customers and improved outcomes for patients to ensure the company's return is equivalent to the value we provide our customers and patients.
  • Give back to our communities and people in need.
We partner with communities where we live and work and support causes and programs that forward our mission for people in need.
Your Background
The successful candidate must possess the following:
  • Tertiary qualifications in Business, Commerce, Marketing or Paramedical discipline.
  • Tertiary qualifications in nursing/ science or a related discipline or compensating work experience.
  • 7-8 Yrs experience
The candidate must have the following level of experience in, or knowledge of:
  • Previous experience in medical device sales - Orthopaedics, Capital, Equipment, Diagnostic.
  • Demonstrated sales abilities & a track record of successful selling to the medical profession
Expected Areas of Competence
  • Strong communication skills with proficiency in English.
  • Well versed with internal & competition Product/Technical Knowledge
  • Commercial Acumen
  • Result Orientation
  • Inter-personal skills
  • Tenacity
  • KOL management

Travel Expectations
90% of the time

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