Zonal Expert Sales Manager

4 days ago

Chennai, Tamil Nadu, India Unilever Full time ₹ 5,00,000 - ₹ 25,00,000 per year

Job Description:

Job Title: Zonal Expert Sales Manager

Work Location: Bangalore

BU: Unilever Health Science

Job Purpose

Health care professionals (Doctors)/Hospitals are the first point of care for patients in top-tier markets because of the need for quality healthcare and assured health services. To harness the opportunity that lies within hospitals, a dedicated Key account management team with customized Marketing interventions. The purpose of this role would therefore be to:

  • Leading a team of Expert Sales executives to deliver a plan for the region
  • Scan the HCP environment for new business opportunities for the hospital
  • Identify opportunities in different types of hospitals by evaluating risks, formulating action plans, implementing key strategies & monitoring effective deployment to enhance productivity in hospitals.
  • To support the Regional Expert Sales Manager in rolling out key marketing interventions targeted at HCPs and other key stakeholders in the Hospital environment
  • Establish the distribution structure in the covered geography in coordination with the Regional Expert Sales Manager aligned to the business needs of the segment.

Key Responsibilities:

Implement strategy for new (and existing) market and business opportunities:

  • Drive marketing programs with clearly defined outcomes – i.e., new product introduction, increased penetration, and conversions
  • Establish and maintain contact with key opinion leaders / other stakeholders in Institutions through direct contact programs. Conduct external educational and awareness programs to build sustainable, long-term customer loyalty.
  • Generate, maintain, and utilize customer database for promotional use.
  • Coordinate with Hospitals and distributors to generate and execute the orders on time and for the settlement of claims.
  • Constantly identify new business opportunities in Hospitals and accounts with better realization and revenue scope

Monitor and report:

  • Monitor adherence to commercial/ compliance guidelines and reporting guidelines as prescribed by the company.
  • Analyse competitor activity and the industry environment to derive insights.
  • Analyse customer feedback on product quality and escalate concerns to the appropriate authorities

Liason:

  • Liaise internally with cross cross-functional sales team and externally (with opinion makers) to obtain the required resources and ensure their utilization to achieve organizational goals.
  • Liaise with the purchase department, pharmacy, & administrators in Hospitals to obtain a favourable consideration for HUL products.

Breadth/Scope of Accountability:

  • Number of Direct Reports: around 10
  • Number of Indirect Reports: NA

Knowledge/Education Required

  • Minimum Level of Education Required: Bachelor's Degree
  • Area of Specialization: Science
  • Why is it required?

i. To constantly engage with Key Opinion Leaders like doctors and administrators

ii. To coordinate and conduct a clinical training program for healthcare professionals

iii. To consistently meet and achieve activation targets by effectively channelizing and utilizing available resources.

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