Danaher Corporation Area Sales Manager in Mumbai, India
- This very interesting position located in Mumbai.
This is a key territory direct sales for in Surgical Ophthalmology domain. The role is to manage and develop both the Govt. and Private Institution. The ultimate objective is to grow sales and margin in the territory and to increase market share in Surgical Ophthalmic Microscope market through Channel Management, effective promotion and selling efforts and by aggressively defending achieved market share against competition. Essential to this position will be a knowledge of the Ophthalmic Surgical Equipment / Device / Consumable market within Maharashtra / Gujarat. Must have enthusiastic drive to win business in a competitive marketplace combined with detailed pipeline and activity management through CRM. In addition, excellent demonstration skills within a theatre environment would be a distinct advantage.
Sales Strategy - In close cooperation with the National Manager, develop a Sales Strategy for the territory in order to ensure achievement of agreed financial targets. Ensure implementation in own region directly and/or via CP teams, of responsibility by using an agreed Sales Methodology and tools, such as CRM/LMS Shop/Value selling.
Sales Plans & Activities - Using an agreed Sales Methodology and its tools carry out the agreed Sales Plans & activities in the territory in order to achieve Sales and Profitability targets through Effective and Efficient Channel Management. Evaluate product sales trends in comparison with competitive products. Direct appropriate actions to increase market shares. Set priorities and push product promotion and special selling efforts to optimize results.
Channel Management: Implement religiously the Go To Market Strategy via Channel Partners. Increase visibility, penetration and win rate.
Forecasting - Prepare accurate weekly and monthly pipeline data in CRM for Sales Forecasts for Surgical products
Product Supply - Close liaison with Shared services, concerning the supply of products to the Customer.
Demonstration Resources - Close liaison with National Manager
Plan and carry out regular visits to existing customers to continually monitor requirements and satisfaction levels, business trends and competitor activity.
Ensure customer relationship management system (CRM) is fully maintained and up to date.
Use Leica/Danaher Growth tools to increase market share
Validate sales funnel in terms of realistic chance to win contract and prepares periodic sales report showing sales volume and potential sales. Push CP team to maintain funnel hygiene.
Ensure countermeasures in case sales forecast might not be hit with high priority
Represent company at trade association meetings to promote products
Plan and deliver special projects as requested by the Divisional Manager IN ORDER TO address specific tactical and/or strategic business needs.
Supply information on Market share development, competitor’s activities, trends and market developments in geographic region of responsibility to Sales Management and Marketing.
Required Skills and Experience
Whilst a Degree in a Biology / Engg, or equivalent, is nice to have, of equal value is a strong Sales experience in a relevant industry (B.E / B.Pharma/Bio.Tech/MBA/Any Science Graduate)
Strong communications – sound business acumen
Proven record of successful selling of similar products.
Ability to drive business success through demonstrating consistent and impressive sales growth over a period of time.
At least 5 - 8 years of experience selling within the relevant Market (Ophtha Med Equipment / Devices / Consumables) – West Region
Strong negotiation skills
Technical ability to demonstrate microscopy equipment
Positive, proactive, able to multi-task, well organized with an eye for details
Strong interpersonal and communication skills
Proficient in MS Office and good working knowledge of Excel and PowerPoint
Well organized team player with sense of urgency to manage to deadlines
When you join us, you’ll also be joining Danaher’s global organization, where 69,000 people wake up every day determined to help our customers win. As an associate, you’ll try new things, work hard, and advance your skills with guidance from dedicated leaders, all with the support of powerful Danaher Business System (https://www.danaher.com/how-we-work/danaher-business-system) tools and the stability of a tested organization.At Danaher, we value diversity and the existence of similarities and differences, both visible and not, found in our workforce, workplace and throughout the markets we serve. Our associates, customers and shareholders contribute unique and different perspectives as a result of these diverse attributes.If you’ve ever wondered what’s within you, there’s no better time to find out.