Page 1

JOB DESCRIPTION DOCUMENT

PROFILES: ASSOCIATE (T)/ ASSOCIATE/ SENIOR ASSOCIATE

Business Division (IBU):

Business Development

Business Function:

Channel Sales

Reports To:

Manager-Direct/Channel

Purpose of the role: Why does this job/role exist, what value does it add? Responsible for all primary and secondary level product sales and marketing initiatives in allocated accounts and region for selected product line. Achieve periodic sales targets and contribute in achieving organizations revenue turnover targets. Identify, Appoint, Develop agents, dealers and distributors in the allocated state (region). Ensure quality and consistency of product and service delivery to end-user and intermediate customers or channel partners for sustained business. Activities: What does the jobholder have to do? 1. Undertake product and market trainings, obtain product sales and new dealer appointment targets, complete field induction with Reporting Manager. 2. Begin field operation in identified markets. Fix meetings. Identify customer requirement, demonstrate products and services portfolio to customers. 3. Begin B2B customers short listing. Arrange meetings for potential tie-ups. Appoint agents, dealers, and distributors and start tie-up. 4. Establish product quality and technical credentials on clinical, competitive and technical grounds . Meet customer expectations w.r.t. customer purchase. Support existing/new channel partners in marketing the products. Push secondary sales to dealers and distributors investing in demo units and stocks. 5. Develop the sales leads from suspect and prospect accounts to qualified leads and pipeline cases in direct sales. Follow similar strategy with channels ensuring full support from DIGITEXMedical Head office. 6. Involve pre-sales, product specialists, reporting manager for Demonstration & Commercials negotiations at both primary level and secondary levels. 7. Win sales orders with advance payments as per policy benchmarks. Obtain technical clearance from support team on order presentation. 8. Follow up with logistics for shipment delivery. On shipment receipt, ensure installation, customer sign offs and full payment recovery from direct customers. Ensure 100% payment realization on secondary sale made to dealers and distributors. 9. Follow up on new leads and referrals resulting from field activity directly as well as through channel. Identify sales prospects and contact these and other accounts as assigned. 10. Remain update with sales materials and product knowledge. Coordinate with Pre-Sales for new data w.r.t products and market. Contribute field insights with pre-sales to assist in e-marketing projects. Share business cards with pre-sales associate whenever possible. 11. Establish and maintain current client and potential customer relationships. Nurture relationships with Agents, Dealers and Distributors. Incumbent shall endorse sales and marketing schemes. business development initiatives, marketing schemes, new pricing schemes, policies and programs at all times. 12. Fill and maintain Daily Activity Report, Web Calendars, Sales Funnel and all applicable administrative and MIS systems. 13. Support operations in database development. Share business cards for database development.


14. Communicate all marketing campaigns and sales promotional material information to customers for overall sales development. 15. Participate in pre-sales research by providing market intelligence. Ensure participation in events and exhibitions. 16. Follow DIGITEXMedical Code of Conduct Norms. Ensure strict compliance to specified guidelines at all times of employment. Deliverables: What are the key outcomes and what does the jobholder have to produce? 1. 2. 3. 4. 5. 6.

Lead Generation and acquisition of new leads and customers. Retention of allocated accounts. Generate new business from these accounts. Identify potential agents, dealers and distributors. Appoint, Develop and Get-Invested the dealers and distributors in business. Achieve monthly direct and channel sales targets as per the annual goal sheet. Ensure MIS Reporting and achieve assigned job targets.

Scope of Role: What decisions is the job /role responsible for? 1. Sales Leads target and Annual financial target achievement. 2. Go-to-customer strategy. 3. Enrolment of Sales Managers for ongoing cases. 4. Transfer of relevant market information to manager and pre-sales team. Experience: What previous experience is required to do the job /role? Essential:  1-4 years of experience in Healthcare Industry.  Must have first-hand experience in direct sales-B2C and channel sales-B2B. Must have worked on dealers and distributors appointment or franchisee ship model.

Desirable:  Should have been selling medical devices in hospitals, nursing homes and diagnostic centers.  Should have achieved annual sales targets with appreciation certification and referrals to support.

 Must be comfortable with 70-80% of travel around the globe.  Must be a go-getter and self starter. Should be comfortable in working under target oriented environment. Qualifications: What training or qualifications are required to do the job /role? Essential:

Desirable:

 Technical Diploma/BE/BTech/BCA/BCom/BBA/BA

 Biomedical Engineers with/without MBA  Technical Diploma Holders

Technical Competence: What are the specific skills, knowledge and abilities required of the job?


Essential:  Excellent oral and written command of English.

Desirable:  Should have good industry knowledge.

 Strong presentation skills including the ability to express views clearly and concisely.

 Should have strong networking in the healthcare industry.

 Must have strong fundamentals and concepts in  Should have Bio-Medical engineering degree bio-medical products. with MBA in marketing or hospital management.

ASSOCIATE-CHANNEL SALES  

Job Description

Advertisement