Biotech Healthcare - General Manager - Surgical Ophthalmology

General Manager:

Division: Ophthalmology

Specialty: Surgical Ophthalmology (Intraocular Lens Portfolio)

HQ: Any Metro City

Covering Area: Pan-India

Experience Required: 15 - 20 Years

Preferred Industry Background: Surgical Ophthalmology / Pharma Ophthalmology

Role Objective:

A key objective of this position is to lead and manage the New Customer Acquisition & Development vertical across India, achieve customer acquisition targets and plan revenue from new acquisitions, provide accurate sales forecasts, and build, mentor, and lead a pan-India team of Sales Development Executives to drive sustainable growth for the surgical ophthalmic portfolio.

Roles & Responsibilities:

Sales & Business Development:

• Own and achieve new customer acquisition targets for the vertical, overall as well as region-wise.
• Design and execute the national strategy for lead identification, qualification, and conversion to commercialization.
• Drive market expansion into new geographies and identify white-space business opportunities across India.
• Design and recommend sales programs and set short and long-term strategies for the vertical.
• Evaluate and implement appropriate new sales techniques to increase business volume nationally.
• Focus on new customer acquisition for the surgical ophthalmic portfolio and ensure compliance to policy.
• Own the P&L and key business metrics for the vertical, including customer acquisition cost and lead-to-conversion rates.

Marketing:

• Identify, develop, and manage Key Opinion Leaders (KOLs) & brand advocates pan-India and utilize their support as and when required.
• Coordinate with the Marketing team on all major National/Regional events and ensure the availability and presence of speakers during such events.
• Represent the Company at important conferences and industry forums across India.

Compliance:

• Ensure OT attendance (Self & team) as per the SOP.
• Regularly attend the company's review meetings, product & sales trainings.
• Plan & travel for a minimum of 15 days a month across India to support the team and key accounts.

Resource Management:

• Lead, mentor, and manage the pan-India team of Sales Development Executives.
• Recruit and retain the right talent within the vertical.
• Continuously provide support and on-the-job training to the Sales Development Executives.
• Mentor and develop the team for better growth and advancement in career.
• On the basis of performance output, analyze & identify the training needs of the SDEs.

Reporting:

• Accurately report in Salesforce/CRM on a day-to-day basis.
• Ensure the team provides an accurate customer acquisition plan for all assigned regions.
• Prepare annual and quarterly sales budgets & plans for the vertical and circulate the same to the team.
• Collect and deliver market and competition information to the Reporting Manager from time to time.

Desired Candidate Profile:

• Graduate or Master's degree in Optometry, Science, Engineering or Business Administration.
• 15 to 20 years of experience in Ophthalmic & Vision care products with a proven track record of sales performance.
• Strong command of the surgical ophthalmic ecosystem - surgeons, hospitals, operation theatre workflows, and Key Opinion Leaders (KOLs).
• Proven ability to build, mentor, and performance-manage a large, geographically dispersed frontline sales team.
• Knowledge of advanced technologies - IOL's & Equipment.
• Reporting & Analytical tools like Salesforce/SAP.
• Excellent command in MS Office (particularly Excel and MS PowerPoint).

Team Size to be Handled:

• 15 to 20 team members (Sales Development Executives level)

Important Links:

• Website: https://biotechhealthcare.com/
• LinkedIn: https://www.linkedin.com/company/biotechhealthcare/
• Instagram: Biotech Vision Care

Specific Professional Competencies:

• Business Acumen, Customer Focus, Drive for results, Problem-solving, Peer relationships, Negotiation skills, Functional/technical skills, Presentation skills, Adherence to Ethics and Values, Integrity.
• Biotech is an Equal Opportunity Organisation promoting diversity while ensuring no discrimination on any ground, including gender, race, religion, age, sexual orientation, disability, etc.