Biotech Healthcare - Zonal Sales Manager - Ophthalmology Segment

Job Title: Zonal Sales Manager Premium IOLs.

Division: Ophthalmology.

Specialty: Surgical Ophthalmology (Premium IOLs).

HQ: Mumbai / Ahmedabad.

Covering Area: West Zone (Rajasthan, Gujarat & Maharashtra).

Ophthalmic Experience Required: 10 - 15 Years.

Industry Preference: Surgical Ophthalmology / Pharma Ophthalmology.

Role Objective:

A key objective of this position is to achieve the revenue targets, manage and lead the zone, provide accurate sales forecast, bring growth in the assigned zone and to identify prospective business opportunities for the company.

Desired Candidate Profile:

• Master degree in Science / Pharma & Master in Business Administration (Preferably).
• 10 - 15 years of experience in Ophthalmic Surgical Sales (IOLs) & Vision Care products.
• Proven experience in sales of Premium IOLs & Ophthalmic Consumables.
• Experience in handling Institutional & Corporate Business.
• Strong knowledge of advanced ophthalmic technologies, including Premium IOLs and refractive solutions.
• Proven ability to develop and execute comprehensive sales strategies that drive revenue growth, increase surgeon adoption, and expand market share.
• Ability to build and sustain a high-performance culture through coaching, mentoring, and on-the-job training.
• Exceptional relationship-building skills with Key Accounts, Surgeons and KOLs.
• Proficiency in analyzing sales performance metrics, market trends, and competitive landscape.
• Experience in executing marketing strategies, including CMEs, workshops and conferences.

Roles & Responsibilities:

1. Sales:

• Develop and execute effective sales strategies for the Premium IOLs business.
• Cultivate and maintain robust relationships with key accounts across all regions.
• Lead negotiations and finalize agreements with key accounts.
• Oversee day-to-day operations and activities of the sales department.
• Analyze performance metrics, identify areas for improvement, and suggest product enhancements.
• Collaborate closely with the sales team to provide accurate monthly, quarterly, and annual sales forecasts.
• Identify and tap into new customer segments and market opportunities.
• Collaborate with internal teams to establish a strong brand presence and maintain consistency.
• Execute planned promotional activities to enhance business opportunities, sales volume, and company revenue.
• Educate the sales team about product-wise profitability and guide them in customer interactions to boost productivity, market share, and profitability.
• Formulate internal and external policies on pricing, schemes, etc., aligned with market dynamics and profitability.
• Design and recommend sales programs, and establish short and long-term sales strategies.
• Conduct scheduled customer visits according to the company's call strategy.

2. Marketing:

• Develop and nurture Key Opinion Leaders (KOLs) and brand advocates nationwide and leverage their expertise as needed.
• Foster strong relationships with KOLs in respective regions for sustained benefits.
• Plan and execute educational workshops and CMEs across the country, ensuring seamless implementation.
• Monitor scheme benefit reimbursements to ensure genuine customers receive rightful benefits.
• Determine participation in ophthalmic conferences, aligning with the marketing budget, and represent the company effectively.
• Execute organizational marketing strategies and programs.

3. Compliance:

• Focus on expanding bundling customers, adhering to company policies.
• Submit travel expenses according to defined criteria and policy.
• Actively participate in company review meetings, product trainings, and management meetings.
• Conduct regular monthly sales meetings for zones.

4. Resource Management:

• Formulate comprehensive manpower planning and budget for India business operations, in collaboration with HR, including recruitment plans.
• Offer continuous on-the-job support and training to the sales team.
• Mentor and develop teams for career growth and progression.
• Cultivate high-performing teams and manage attrition.
• Facilitate effective communication with subordinates and promptly address field queries.
• Conduct annual performance appraisals for the entire India Sales Team.
• Analyze performance outcomes to identify training needs of the sales team.

5. Reporting:

• Accurately report in Salesforce on a day-to-day basis.
• Ensure that the team provides an accurate sales forecast of the various zones.
• Prepare annual and quarterly sales budget & plan for the zone and circulate the same to the sales team.
• Collect and deliver market and competition information; prepare and circulate annual and quarterly sales budgets and plans for the region.
• Collect and relay market feedback and competitive activities.

Behavioral Skills:

• Skilled negotiator.
• Effective communicator.
• Persuasive in interactions.
• Network-building abilities.
• Demonstrates strong leadership qualities.

Managerial Skills:

• Proficient in operations management.
• Accomplished in team management.
• Skilled in strategic planning.
• Capable of accurate forecasting.
• Adept at problem-solving.

Team Size to be Handled:

• Manage the sales team of 6 to 7 members (Refractive Manager 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 relationship, 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.