Descripción
Key Accounts Manager
Main areas of responsibility
Proper Customer Coverage with Product promotion
Achieving Sales Target:
Ensuring achievement of Annual Sales Targets
Ensuring the achievement of right product mix on quarterly basis.
Ensuring 100 % Sales achievement on monthly & quarterly basis.
Sustainable Market Expansion - IOL / RIOL/OVD:
Everyday focus on achieving 4+2 sales call a day. 4 regular customers and 2 cold
calls.
Develop minimum 10 new customers who are currently using non imported
foldable IOLs in a year.
Develop minimum 5 competitor customers to AMO fold with minimum sales of
INR 5 Lacs each per annum
Upgrading minimum 10 existing AMO users to Premium products.
Should attend OTs regularly to understand customer needs, ensuring
customer’s delight.
Sustainable Market Expansion – Equipments:
Demos to be done on regular basis in consultation with RM and PS.
Demo to Sales Closure i.e. % success rate of Demos – at least 25%.
Effective bundling deals – to be honored as per MOU.
Ensuring AR control of Equipment deal. preferably no outstanding in the market.
Development:
Developing Sound Product Knowledge; to be evaluated on marks scored in
Assessments & observation during joint field working.
Sharing territory development plans; conducting scientific programs regularly -
CME/round table meetings
Should conduct at least 1 Patient councilors training a month
Clear and Transparent in communication.
Continuously observe opportunities to develop AMO business and discuss with RM
and PS.
Reporting & Coordination:
Maintaining field reporting discipline and timely submission of:
Monthly Tour Plan, Monthly Sales/ Activity Plan, Daily Reports, Expenses, Phaco
Funnel
Appropriate coordination with Sales & Marketing and support functions for day to
day and other jobs to be done.
Data Recording & Analysis:
Keeping update on competitor product feedback – product pricing & product
range, marketing strategy and market activity feedback.
Keeping record of AMO secondary / tertiary sales in the market. Working
closely along with distributors to ensure adequate stock availability and
providing hassle free services to the customers.
Keeping record of AMO installation base.
List 4-10 of the major end results the position is to accomplish and show
approximate percentage of time devoted to each. Describe in terms of broad
responsibilities rather than specific tasks.
Calificaciones
Minimum education required for competent performance:
Graduate in any discipline (preferably in science) Master degree in
Business/ marketing is preferable.
Minimum experience (number of month/years and type of work experience
beyond formal education) required for competent performance:
Minimum 5 years of experience: 5-6 years working experience in sales with
at least 3-4 years of experience in medical device/ healthcare/
ophthalmology industry