District Manager

OVERVIEW

The primary objective of the District Manager (DM) (Recon) is to ensure achievement of 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 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 and a part of the operating theatre team. The DM 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 DM (Recon) should possess a strong working knowledge of Zimmer and competitor products.    As a pivotal role within the organization, the DM 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, DM must also facilitate the flow of information regarding changes in the industry, customer environments, or competitor activity to others within the larger Zimmer organization.

How You'll Create Impact

Support and Review Current Business (40%)

• Actively contact current and potential customers and attend to resulting customer requests.
• Conduct in-servicing and workshops on products.
• Maintain good relationships with key accounts & seek to continue leverage of existing business relationships.
• Responsibility of primary and secondary sales in the designated territory and Key accounts.

Targeting and Conversion of Business (50%)

• Establish relationships with key decision makers currently using competitor products, within targeted geographical & product areas.
• Present proposal to decision makers and convert customers to usage of Zimmer products.
• 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.

Management Reporting (5%)

• Completion of reports as required by NBM/GSM (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.

Your Background

The successful candidate must possess the following:

• Qualifications in B.Pharma, Business, Marketing or Paramedical discipline.
• MBA in Healthcare / Biomedical Engineer is preferred with 5 to 7 years of experience

The candidate must have the following level of experience in, or knowledge of:

• Previous experience in medical device or pharma sales Orthopaedics, Capital, Equipment, Diagnostic.
• Demonstrated sales abilities & a track record of successful selling to the medical profession

Expected Areas of Competence

• Working level of proficiency in the local language/English/Hindi.
• Product/Technical Knowledge
• Commercial Acumen
• Result Orientation
• Inter-personal and strong communication skills
• Tenacity

Travel Expectations

90% of the time.