- Entry level
- No Education
- Salary to negotiate
Senior Key Accounts Manager
Senior Key Accounts Manager
Responsible for territory sales targets, planning & organizing field working pattern, building relationship with internal & external customers (Doctors/ KOL’s / Distributors / peers/superiors), developing new customers, monitoring competitor activities, keeping track of the daily working, keeping track of customer usage pattern and maintaining records. Handling customer complaints and working towards absolute customer delight. He will also track IOL/OVD/Phaco market-share in the assigned territory/state and keep track of competition actions – to proactively ensure market leadership in the state/ territory assigned. He will be closely supporting RM to develop and strengthen relationship with some of the Key Opinion Leaders of his assigned state/territory.
Close coordination with Regional Managers and Product Specialists for data management & sharing ideas & views for improving efficiency in field & full utilization of resources available.
CORE JOB RESPONSIBILITIES
Achieving Sales Target
Ensuring achievement of Annual Sales Targets
Ensuring the achievement of right product mix on quarterly basis.
Ensuring 100 % Sales achievement on monthly & quarterly basis
Sustainable Market Expansion - IOL / RIOL/OVD
Everyday focus on achieving 4+2 sales call a day. 4 regular customers and 2 cold
Develop minimum 10 new customers who are currently using non imported
foldable IOLs in a year.
Develop minimum 5 competitor customers to JJSV fold with minimum sales of
INR 5 Lacs each per annum.
Upgrading minimum 10 existing JJSV users to High End products.
Should attend OTs regularly to understand customer needs, ensuring
Sustainable Market Expansion - Equipments
Demos to be done on regular basis in consultation with RM and PS.
Demo to Sales Closure i.e. % success rate of Demos – at least 25%.
Effective bundling deals – to be honored as per MOU.
Ensuring AR control of Equipment deal. preferably no outstanding in the market.
Developing Sound Product Knowledge; to be evaluated on marks scored in
monthly technical test & joint field working.
Sharing territory development plans; conducting scientific programs regularly - CME/round table meetings.
Should conduct at least 1 Patient councilors training a month
Clear and Transparent in communication.
Continuously observe opportunities to develop JJSV business and discuss with RM
Reporting & Coordination
Maintaining field reporting discipline and timely submission of :
Monthly Tour Plan
Monthly Sales / Activity Plan
Appropriate coordination with Sales & Marketing and support functions for day to
day and other jobs to be done.
Data Recording & Analysis
Keeping update on competitor product feedback – product pricing & product
range, marketing strategy and market activity feedback.
Keeping record of JJSV secondary / tertiary sales in the market. Working
closely along with distributors to ensure adequate stock availability and
providing hassle free services to the customers.
Keeping record of JJSV installation base.
A Bachelor’s degree in Science/Commerce/Engineering(Electronics/Electrical/Instrumentation) or Optometry. MBA will be an added advantage
Major/Field of Study
MINIMUM WORK EXPERIENCE
Minimum 5 years of experience
5-6 years working experience in sales with at least 3-4 years of experience in medical device/ healthcare/ ophthalmology industry.
India-West Bengal-Kolkata- Organization
Abbott Medical Optics Private Limited (8078)