District Manager SET, Bangalore

What You Can Expect

The primary objective of the District Manager (DM) (Trauma) is to ensure achievement of sales objectives by providing excellent service and advice to current customers within an assigned geographic area, whilst also leveraging new and existing business with the aim of growing market share. Additionally, this role acts as a mentor for new Sales Colleagues and Clinical Support Representatives within a designated geographic area. Case support coordination, conversion of new business opportunities and some business analysis are required in this role.

The role is intended to provide a development pathway for experienced and successful Sales Personnel moving toward a career in sales management.

This responsibility involves a significant amount of time spent within the operating theatre environment and the incumbent must demonstrate an understanding of this environment and of the role as both a representative of Zimmer and a part of the operating theatre team. The DM is responsible for supporting current business in the Trauma range of products, and to actively grow the business by gaining new accounts and increasing Market Share.

This responsibility involves a significant amount of time spent both enhancing current business and development of future business opportunities.

The DM (Trauma) should possess a strong working knowledge of Zimmer and competitor products. As a pivotal role within the organization, the DM acts as a liaison point between the customer and the various internal departments (eg. Marketing, Finance, Operations) whose work impacts or is impacted by field activity.

As a conduit of information to and from the field, DM must also facilitate the flow of information regarding changes in the industry, customer environments, or competitor activity to others within the larger Zimmer organization.

How You'll Create Impact

Support and Review Current Business - 40%

• Actively contact current and potential customers and attend to resulting customer requests.
• Conduct in-servicing and workshops on products.
• Maintain good relationships with key accounts & seek to continue leverage of existing business relationships.
• Responsibility of primary and secondary sales in the designated territory and Key accounts.
  
  

Targeting and Conversion of Business - 50%

• Establish relationships with key decision makers currently using competitor products, within targeted geographical & product areas.
• Present proposal to decision makers and convert customers to usage of Zimmer products.
• Responsible for the preparation of quotations for sales query as well as documentation for submission of tenders. To engage in the negotiation of prices in line with the guidelines from management.
  
  

Management Reporting - 5%

• Completion of reports as required by NSM/RSM (or others), including monthly reports & expenses.
• Prepare ad-hoc reports on an as-required basis.
• To liaise with Distributors for effective customer service, order procurement for primary sales and realization of receivables from Distributors/Hospitals of the territory in co-ordination with the Area/Regional Sales Manager and Finance Department.
  
  

Technical Learning and Skill Development -5%

• Attendance at relevant workshops and, where required, completion of learning assessment exercises.
• Study relevant clinical articles & data to build knowledge base and provide relevant advice to customers & staff.
  
  

What Makes You Stand Out

The incumbent will be required to demonstrate behavior in accordance with Zimmer Biomet’s Values, as listed below;

Customers First

We actively pursue ways to earn trust and exceed expectations in every Customer interaction.

• We listen to understand and anticipate our Customers' needs
• We are deliberately responsive and always keep our commitments
• We act as if each patient is a member of our own family
  
  

Do the Right Thing

We hold ourselves to the highest standard of quality and integrity in everything we do.

• We adhere to the highest ethical standards in dealing with others
• We ensure consistency between our words and actions
• We are personally accountable for doing our work right the first time and every time
  
  

Innovate and Improve

We are driven to develop innovative solutions that make a difference and to continuously improve performance.

• We set and reward high performance standards for our business and our Team Members
• We acknowledge reality and focus on finding solutions when faced with obstacles
• We cultivate a “can do” attitude and own the execution of our plans
  
  

Win Through Results

We are accountable for delivering on our commitments and recognize that success requires a winning attitude, discipline and a sense of urgency.

• We ask: “How can we do this better?”
• We empower Team Members to make decisions and solve problems
• We embrace prudent business risks and maintain a bias for taking action
  
  

Positive Culture

We are optimistic, curious and committed in our interactions with others.

• We listen and respect others point of view
• We create a positive environment where people feel appreciated and recognized
• We actively seek and give meaningful, appreciative and constructive feedback
  
  

One Zimmer Biomet

We collaborate for the greater good in a global company that is united by Our Purpose.

• We believe diversity of thought, style and background on our team enables the fulfillment of Our Purpose and Our Mission
• We always strive to live Our Values in our interactions with one another
• We recognize that Zimmer Biomet is our first team and prioritize the company over individual success
  
  

Your Background

The Successful Candidate Must Possess The Following

• Qualifications in Business, Commerce, Marketing or Paramedical discipline.
• Qualifications in nursing/pharma/ science or a related discipline or compensating work experience.
  
  

The candidate must have the following level of experience in, or knowledge of:

• Previous experience in medical device sales – Trauma /Orthopaedics, Capital Equipment
• Demonstrated sales abilities & a track record of successful selling to the medical profession
  
  

Expected Areas of Competence (i.e. KSAs)

• Working level of proficiency in the local language/English/Hindi.
• Product/Technical Knowledge
• Commercial Acumen
• Result Orientation
• Inter-personal and communication skills
• Tenacity
  
  

Travel Expectations

80% of the time

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