Zonal Expert Sales Manager

2 days ago

Chennai, Tamil Nadu, India Unilever Full time ₹ 12,00,000 - ₹ 36,00,000 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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