Regional Business Development Director

15 hours ago

Hyderabad, Telangana, India Brainlab Full time
Job Summary
We are seeking a highly skilled and experienced Regional Business Development Director to lead our sales efforts in Southern India. This is a key leadership position within the Brainlab South Asia Leadership Team, responsible for driving business growth and increasing awareness of our technologies in Oncology.

About the Role
As a Regional Business Development Director, you will be responsible for independently managing the capital sales pipeline, developing innovative sales strategies, and leveraging existing client relationships to promote upgrade business opportunities. You will also establish and nurture relationships with all contacts at qualified accounts through regular visits, follow-up letters, phone calls, attending medical congresses, and similar activities. Additionally, you will manage the complete sales cycle, including delivering comprehensive product presentations/evaluations, closing deals, negotiating contracts, coordinating configuration adjustments, overseeing delivery and installation, and providing after-sales support.

Key Responsibilities
* Generate and maintain a complete and consistent customer database for the assigned territory, including accurate address and contact information, existing equipment, account qualification, detailed projections, buying influences, and other relevant fields required by the company's CRM system.
* Develop innovative and strategic sales strategies for all potential accounts within the territory, taking into consideration all buying influences, with minimal guidance from superiors.
* Leverage existing client relationships to effectively influence other accounts and promote upgrade business opportunities.
* Establish and nurture relationships with all contacts at qualified accounts through regular visits, follow-up letters, phone calls, attending medical congresses, and similar activities.
* Systematically develop a network of influencers within the region, fostering strong emotional connections and creating an informal network.
* Manage the complete sales cycle, including delivering comprehensive product presentations/evaluations, closing deals, negotiating contracts, coordinating configuration adjustments, overseeing delivery and installation, and providing after-sales support.
* Arrange and conduct customer site visits or in-house visits at Brainlab facilities to facilitate meaningful interactions and enhance customer relationships.
* Ensure timely involvement in all applicable tenders and consult customers in the selection of optimal tender specifications. Prepare necessary tender documents and support administrative personnel at the head office with suitable answering strategies, such as quotations, technical question responses, and letters.
* Develop a regular pattern of contacting customers and relevant decision-makers based on the status and importance of sales projects. Stay knowledgeable about the situation of each account, distributor, and market. Aim to visit at least eight accounts per week.
* Foster frequent and proactive communication with colleagues to share relevant information about competitors, partners, customers, and industry trends. Utilize internal forums, such as the Intranet, to facilitate such collaboration. Provide feedback to the marketing team based on customer insights. Collaborate with colleagues from the Support Department to prepare for clinical loaners.
* Share account information with colleagues to stimulate cross-selling opportunities and maximize account potential.
* Maintain regular communication with distributors, agents (if applicable), and strategic partners to provide training, develop shared sales strategies, and exchange information. Support the selection process for suitable distribution partners.
* Provide detailed sales forecasts to superiors to facilitate effective planning and resource allocation.
* Continuously update and expand knowledge through self-training, including staying abreast of medical, product, and competitive information relevant to the Radiotherapy industry.
* Uphold and enhance a professional, innovative, and customer-centric image of Brainlab with customers and competitors.
* Monitor personal costs and ensure adherence to budgetary constraints. Propose potential cost-saving measures when identified.

About You
To succeed in this role, you should have approximately 6-12 years of experience in a similar sales role with a medical technology company preferably from radio therapy/radio surgery space. Furthermore, you should have been exposed to managing sales for 1 or more region/regions within the business portfolio at any given point in time in India. Ideally the portfolio should contribute to about 50% or more to company's top line/business. Excellent interpersonal skills are a must-have for the role. You should be self-driven, self-organized, and able to perform with minimal supervision. The incumbent should be high on work ethics and come with a passion to perform at ground level too. Individual will be based at Bengaluru/Hyderabad/Chennai.

About Brainlab
At Brainlab, we digitize medical workflows from diagnosis to therapy, and our innovative ecosystem forms the basis for modern healthcare technology. We help healthcare providers build three-dimensional patient-specific models with data that is structured, mapped, and aggregated with industry-leading artificial intelligence. This builds the basis of our navigation system for the human body, clinicians can safely remove brain tumors, place screws in the spine precisely, and irradiate breast tumors with millimetric precision. Core products center on information-guided surgery, radiosurgery, precision radiation therapy, digital operating room integration, and information and knowledge exchange. Brainlab technology powers treatments in radiosurgery and radiotherapy as well as numerous surgical fields including neurosurgery, orthopedic, ENT, CMF, spine, and trauma. Our robotics and mixed reality technologies and expertise allow users to connect and innovate between the digital and physical worlds. In addition, Brainlab technologies power the collection of structured long-term data and medical registries. Through the neuroscience of play, Brainlab advances clinical training and education, promoting the adaptation to technological advances and creating digital models of complete interventions. Our digital ecosystem is an open interface and forms a framework for third parties to accelerate innovation in other clinical areas as well. Brainlab systems are established in around 6300 hospitals in 120 countries to offer doctors and patients better treatment possibilities. At the forefront of health technology for over 30 years, the company headquarters are in Munich, and we employ around 2200 people of 85 nationalities in 25 locations.

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