Sales Manager - Services (Kochi)

Job Overview & Purpose

The Recipient Services Specialist (Sales Manager) is a field sales role focused entirely on Cochlears existing recipient base. Rather than acquiring new customers, youll be responsible for driving revenue from within the installed base - through sound processor upgrades, bilateral solutions, accessories, and service plans.
Youll own your territorys commercial performance end-to-end: identifying whos eligible for an upgrade, engaging them meaningfully, partnering with clinics to support those conversations, and ensuring recipients continue to benefit from Cochlears latest technology. The expectation is a well-managed pipeline, strong clinic relationships, and consistent delivery against revenue targets.
Reporting to the Area Business Manager - Services, the Recipient Services Specialist will be based in Kochi and handle the entire Kerala region. They will play a critical role in protecting revenue, accelerating technology adoption, and strengthening long‑term recipient advocacy, ensuring Cochlear continues to deliver life‑long hearing outcomes.
This is an individual contributor role.

Accountabilities:
Accountability 1: Own Services Revenue Growth & Recipient Lifetime Value

• Own and deliver territory‑level services revenue targets, including sound processor upgrades, sequential bilaterals, accessories, and service offerings
• Execute structured territory plans to drive predictable and sustainable services growth
• Actively manage revenue mix and opportunity flow to ensure consistent achievement of business objectives
• Provide accurate forecasting, performance reporting, and insights to the ABM - Services
• Operate with full compliance to Cochlear governance, quality, and commercial policies
  

Accountability 2: Strategic Recipient Engagement & Experience Ownership

• Own end‑to‑end recipient engagement strategy for the assigned territory
• Build trusted, long‑term relationships with recipients through planned, high‑quality touchpoints
• Lead informed, empathetic counselling on upgrades and bilateral hearing outcomes.
• Shape recipient decision‑making by clearly articulating the value of technology progression over time
• Strengthen recipient satisfaction, advocacy, and loyalty through meaningful engagement experiences
  

Accountability 3: Upgrade & Sequential Bilateral Growth Leadership

• Own identification, prioritization, and activation of upgrade‑eligible and unilateral recipient pools
• Design and execute focused upgrade and sequential bilateral programs aligned to South Asia priorities
• Drive normalization of sequential bilateral adoption as a standard of care through recipient and clinic engagement
• Monitor conversion performance and continuously refine engagement approaches to improve outcomes
• Ensure timely follow‑up and disciplined execution to maximize opportunity realization

Accountability 4: Clinic Partnership & Services Enablement

• Build strong, value‑based partnerships with audiologists, therapists, and clinic teams
• Enable clinics to confidently position upgrades, bilaterals, accessories, and service offerings
• Collaborate with clinical teams to integrate services discussions into appropriate patient touchpoints
• Represent Cochlear as a long‑term services partner to clinics supporting recipient journeys
• Train clinicians to counsel recipients for upgrades and bilateral solution
• Engage with clinicians on clinical evidence of technology and bilateral benefits for recipients
  

Accountability 5: CRM, Pipeline & cross functional collaboration

• Maintain accurate, current data on recipients, eligibility, opportunities, and engagement activity in Salesforce
• Actively manage the services pipeline to provide clear visibility of territory performance
• Ensure governance and data integrity across upgrade and bilateral registrations
• Use analytics and insights to prioritize high‑value recipients and activities
• Partner with Marketing, Clinical, Operations, and Customer Service teams to execute services initiatives
• Support national programs, recipient campaigns, and process improvements
• Contribute market and recipient insights to strengthen regional services strategy
• Uphold Cochlears quality, compliance, and safety standards at all times
  

Minimum Key Incumbent Requirements:

• Bachelor degree in Engineering/Science and Masters in Business Administration or a related science field
• 5-7 years of outstanding sales management experience in healthcare or relevant field
• Excellent sales and influencing skills
• Outstanding communication skills - oral, written and presentation. Should be able to communicate well with internal and external stakeholders with a sense of urgency
• Good understanding of institutional, B2C and B2B sales processes along with sound commercial acumen
• Proven track record of building and nurturing stakeholder relationships - internal and external
• Experience in creating successful business plans and sales plan objectives
• Ability to travel as required by role (up to 60% of the time)
  

Development Value of this role:

• Opportunity to work with cross functional teams and directly impact lives of those you interact with.
• Ability to be part of the growth story of the systems business and contribute to expanding CI access across a large territory
• Exposure to working with numerous local and global stakeholders on company-relevant strategic projects and initiatives