Territory Manager

6 months ago

New Delhi, India BIOTRONIK Full time

BIOTRONIK is one of the leading manufacturers of cardio- and endovascular implants and catheters for cardiac rhythm management, electrophysiology and vascular intervention. As a globally active company headquartered in Berlin, Germany, we develop, produce and distribute high-quality medical products based on the latest technology and research. Our success is based on the competence and results-oriented cooperation of our employees.

PURPOSE OF THE POSITION

Responsible for performance of all sales, market development and therapy promotional activities of VI in assigned territory. Work with multiple Regional Managers within VI in the respective region to ensure VI strategies and plans are executed. Be the ambassador for the VI therapies in the allocated areas. Create markets and work on possibilities and opportunities to improve access and remove barriers for therapy adoption. Work in close collaboration with a multi-functional team, providing continuous feedback on customer satisfaction and inputs for future VI products and services. Maintain the standards of Compliance and Quality regarding its products, procedures, policies, operations, and customer contact.

ESSENTIAL JOB FUNCTIONS

Key Accountabilities:

Achieve levels of therapy certification that will enable the person to promote the value proposition and concepts related to the therapy. Creates, implements, and updates Targeted VI Sales Strategies for each account along with cross business team, which will ensure the attainment of company sales goals, profitability, and market share. Develop clear business plans for assigned territory for each VI business in collaboration with the respective Manager and Channel Partner. Achieve AOP set for all assigned sub-businesses ( DES, Balloon etc.) Implement a planned / fixed schedule for meeting key customers (Referrals, Hospital Administrators, and Implanters). Ensure maximum coverage of all accounts within territory geographic areas to maintain optimum level of exposure and effective time management. Increase market penetration through gaining new customers and developing customer relationships in defined market segments and assigned territory. Maintain and develop new KOL’s across VI therapies by Identifying the upcoming operators in the region and work with regional cross business heads to ensure effective execution of VI KOL plans. Responsible for the account segmentation and development of low share, high volume accounts (in terms of sales targets and brand loyalty), leading to sustainable partnerships for VI. Analyses the account using specific tools to segment the customer and makes suitable actions plans in consultation with the respective Managers. Communicates in fixed frequency with each of the Managers. Communicate market intelligence/competitor activity promptly, including potential sales leads, and information regarding product price or account activity to respective business Regional Sales Manager and other appropriate company personnel. Execute effective marketing campaigns across VI products. Has desired frequency of calls and report out to Product Managers of specific therapies. Leverage best practices inside VI business units to achieve sustainable business growth.

Attributes:

Ability to communicate clearly – therapy, concept selling etc. Ability to set expectations on compliance and not be defensive about it. Data orientation – familiarity with excel to do analysis as expected by the different businesses of VI. Pictorially depict trends and other movements. Ability to identify creative and effective solutions to support business objectives. Collaboration mindset. Ability to work with different Regional Managers and manage their expectations. High degree of planning will be a key success factor in this role. Ability to operate in a complex environment (deal with multiple stakeholders) and work effectively with management, customers, and organizational boundaries, especially relating to Compliance and Quality. Problem solving skills. Able to look at data and interpret key issues. Able to break down problems and solve them systematically. Ability to set the basics / foundation in order as it relates to one’s territory. Capable to deal with ambiguity, as well as performing outside the comfort zone.

BASIC QUALIFICATIONS

Education:

Bachelor in science / BE in Biomedical Engineering / MBA PG degree in Business Management is preferred. Candidate with highest qualification as Diploma or degree from Distance education not to be considered for the role.

Experience and Knowledge:

Minimum 5 Years Sales Experience with Intervention Cardiologists from a Medical Device company or 10 years Sales Experience with Cardiologists from a Pharma company for a TM. Minimum 9 Years Sales Experience Intervention Cardiologists from a Medical Device company or 15 years Sales Experience with Cardiologists from a Pharma company for an ASM Extensive Travelling 10-15 days in a month. Data analysis skills Presentation and communication skills Planning skills and use of tools Networking and relationship building skills. Problem Solving skills. Assertive where required. Good at follow up.

Ideal Candidate Profile

Consistent performer and award winner in past experiences. Shown proficiency in learning therapies quickly – awards for detailing etc. could be good pointers of relevant experience. Growing markets – focus on what the challenges were and how the person resolved the growth challenge. Dealing with multiple stakeholders. Watch for how the person has been able to give a near equal attention to different stakeholders. Demonstrated ability of taking a position on adherence to compliance policies. Demonstrated skills of anticipating compliance related requests and proactively engages differently to balance any challenging demands of the customer. Discipline of collecting information from the market daily and analyzing the same. Demonstrated use of data – use of data to improve market share, use of data to promote appropriate products (high value), use of data to understand buying patterns in the accounts etc Demonstrated proficiency of excellent relationships within account – Implanter, Administrator, Marketing Department, Cath lab personnel.

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