Role: Chief Sales Officer

Reporting to: Managing Director

Location: Bangalore

Education Qualification: Engineer and Postgraduate in Management / Marketing from a reputed Tier-1 Institute in India preferred

PURPOSE OF THE ROLE

The purpose of this role is to lead and deliver overall revenue growth across domestic and export markets for the medical implants JV business, while establishing the sales and distribution function. The key focus is on top-line acceleration through building a pan-India distribution channel, surgeon-led market development, and enabling outsourcing based export sales through Eonex. The role will drive market penetration for JV-branded implants in India and selected global regions, and play a critical part in setting up long-term sustainable B2C business models and building commercial competencies to achieve the same

Technical & Professional Knowledge required:

•Experience in B2C and B2B Sales to Hospitals, Surgeons and Retail Markets

•Have experience in the Creation of Demand (pull Demand) through Secondary / Tertiary (End-User) demand creation

•Experience in handling Pricing Strategy and various Schemes to Drive Sales Growth and improve profitability.

•Relationship Management (key Account Management)

Experience required

•Experience of minimum 15 years in B2C and B2B Sales to Medical Segment

•Have successfully managed a team of 8-10 direct reports and have demonstrated abilities to motivate and challenge them in delivering their best performance.

•Have 5 years of experience in handling National Level Sales (exposure to all the Regions of India)

•Have experience in the Creation of Demand (pull Demand) through Secondary / Tertiary (End-User) demand creation

•Experience in handling Pricing Strategy and various Schemes to Drive Sales Growth and improve profitability.

•Should have 5 years experience in industrial Sales (B2B Business and Application based Sales or Consultative Sales)

•Must have minimum 8 years of Experience in Trade Channel Management

•Good understanding of Export Markets, various INCO terms

•Have sound experience of 3 – 4 years of Relationship Management (key Account Management)

•Has enterprising acumen and is a Team player and engages well with superiors and peers

•Exports / International Sales for Europe, North America, South America, South Asia and Africa Regions

KEY RESPONSIBILITIES

Sales and Distribution

1. Deliver overall Sales Revenue of X Cr by Y year, ensuring continuous and sustainable growth

2. Achieve CAGR of Z% over the defined strategic period (to be defined)

3. Lead development and implementation of a sales strategy to achieve annual volume and value objectives of (Target - X Cr and Y Units per annum) in each medical implant category

4. Develop a comprehensive sales & distribution strategy to maximise opportunities across Domestic B2C channels, Hospital/Speciality Surgeon networks, and Export fulfilment volumes of (Target - Y Units) in each medical implant category through Eonex

5. Build and scale a nationwide distribution network by appointing and managing (Target - Y Distributors) across priority regions

6. Penetrate JV-branded implants across state-level, Metropolitan city markets and expand footprint to (Target - X Cities and Y States) within India

7. Drive surgoen engagement by onboarding (Target - X Key Opinion Leaders/Hospitals/Surgoen users) and anchoring clinical selling programs

8. Implement Working Capital and debtor management systems to Maintain Debtor Days (X Days), ensuring positive cashflow and financially healthy channel partners

9. Grow Profitable export outsourcing business with sales contribution (Target - % of Total Revenue) through Eonex

10. Develop and expand International distributor network across (Target - X countries) by onboarding distributors, agents, and hospital partners

11. Identify and penetrate new geographies, surgeon segments and patient groups using market segmentation and competitive mapping to add (Target - X New Geographies and Y% of incremental revenue/volumes)

12. Establish a territory based sales structure ensuring average fulfillment TAT of X Days and service coverage ratio of Y reps per Z hospitals

13. Drive continuous market research and competitor benchmarking, ensuring (Target - X New Product Launches per year) are supported with commercial readiness

14. Ensure strict control on margins, delivering Gross Margin of Target X% and Maintaining Business EBITDA margin above Y%

Organisational Representation:

1. Represent the company at (Target - X medical conferences per year), industry events and surgoen forums to enhance brand visibility

2. Maintain (Target - X Industry partnerships / Y Active Surgoens/clinical experts) to strengthen clinical credibility and grow B2C acceptance of the JV brand