Asst Mgr, Sales - ITT

Secondary Sales Manager

This is where your work makes a difference.

At Baxter, we believe every person—regardless of who they are or where they are from—deserves a chance to live a healthy life. It was our founding belief in 1931 and continues to be our guiding principle. We are redefining healthcare delivery to make a greater impact today, tomorrow, and beyond.

Our Baxter colleagues are united by our Mission to Save and Sustain Lives. Together, our community is driven by a culture of courage, trust, and collaboration. Every individual is empowered to take ownership and make a meaningful impact. We strive for efficient and effective operations, and we hold each other accountable for delivering exceptional results.

Here, you will find more than just a job—you will find purpose and pride.

Purpose: Responsible for driving secondary sales through product promotion in defined territory by meeting HCPs and paramedical staff; coordinating with commercial/purchase authorities and channel partners for ensuring supply and liquidation of products. Drive awareness and adoption through activations in his/her territory/accounts.

Accountabilities:

Planning:

• Monthly account wise planning and execution of secondary sales leading to primary sales for their territory/accounts.
• Weekly planning for coverage and calls.
• Monthly/quarterly sales forecast for defined territory.

Execution:

• Drives adherence to SFE processes: Call average, customer coverage, working days, prescription tracker, secondary sales and product sampling/demonstrations.
• To track all product and service quality related complaints and coordinate with National/Sales Manager/quality to ensure formal response and closure to complaints report it to PV & Quality.
• Drive Demand/Prescription generation of the product.
• Ensure liquidation of products from stockiest and distributors through regular monitoring and coordination with product users.
• Recommend, evaluate performance and manage relationships with distributors & CFAs (Carry Forward Agents) in the territory.
• Ensure speedy and adequate availability of products in his/her accounts.
• Engage existing KOLs (Key Opinion Leaders) in driving awareness on focus product portfolio in his or her accounts.
• Drive activations/KOL engagement as defined by Marketing team.

Strategic Imperative: Identify and drive business development initiatives in his/her current/new accounts. Understand the unmet needs of the non-users. Training and educating paramedical staff on /reconstitution/usage guidelines of the product. Competition & Market Mapping -- Track and gather market data, no. of indicated surgeries, gather and analyze competitor activities.

Key Collaboration Network / Collaboration: Work with marketing to communicate key messages to the field and drive execution of campaigns, achievement of value and volume targets. Govt. and Corporate account sales target.

Mission Critical Co-ordinators: Sales Manager, Marketing, BaxSol and Corp Account Sales Team.

Parameters for success:

Key Metrics:

Financial: Achievement of monthly secondary sales target revenue numbers.

Non Financial: Build customer connect. Market Development and Penetration.

Key Competencies:

Behavioral: Drive for results. Persuasive Communication. Data analysis and Problem solving skills. Market Orientation. Planning and Prioritization.

Functional: Consultative Selling skills. Product/Therapy/Competitor knowledge. Strategic key account management. Negotiation skills.

Organizational metrics: Revenue. SFE Adherence.

Decision rights: Owns: Territory /Account Performance. Account planning. Activation budget. Key Opinion Leader (KOL) Management at account level.

Influences: Decisions at account level through competition mapping. Key Opinion Leader (KOL) Management at national level.