1. ACHIEVE SALES PLANS
a. Sell products within a territory. Responsible for primary sales, secondary sales, product
consumption in hospitals. Also responsible for collections from customers.
b. Make significant contribution to the development of the territory’s business plan.
c. Drive business health through metrics like new accounts opened, DSO, market share,portfolio growth, etc.
d. Anticipate unfavorable variance in sales; plan and implement mitigating actions.
e. Successfully negotiate and close rate contracts with customers.
f. Plan and organize trade displays and Conferences when required.
g. Recommends expansion and business growth strategies.
2. CUSTOMER ACQUISITION
a. Identifies tender/contract opportunities and works with colleagues to deliver
b. Ensures submission of tenders within timelines
c. Negotiates and closes tender deals
3. DISTRIBUTOR SELECTION AND MANAGEMENT
a. Identifies potential distributor partners
b. Evaluates distributor partners as per SOPs
c. Shares and educates Distributors to organization’s expectations and business practices
d. Manages existing distributors and distributor teams
4. CUSTOMER MANAGEMENT
a. Develop and maintain strong relationships with all levels of customers.
b. Develop key opinion leaders in the region and make engagement plan with them.
c. Conducts clinical sales with clinical stakeholders; gets products approved clinically and technically.
d. Maintain optimum call cycles to build customer relationships.
e. Discuss with customer, plan and deliver other value added services, as per customer expectations.
5. PROCESS ADHERENCE AND IMPROVEMENT
a. Ensures compliance of self to all guidelines
Position Description Sales Account Manager
6. MARKET AND PRODUCT KNOWLEDGE
a. Expert knowledge of product’s features, benefits, correct product application and usage,
anatomy, physiology and medical procedure, knowledge, through practical experience,
training programs, and learning from key end-users
b. Has thorough information on competitor’s manpower, distribution, capabilities and
weaknesses, strategies in the market.
c. Analyze market trends, identify threats and opportunities and recommend and
implement strategies and plans to address them
d. Thorough knowledge of customer’s needs and develop plans to differentiate Schulke offerings
a. Identifies specific actions to improve job performance