Regional Govt Sales Manager- West Job at Philips in Mumbai, Maharashtra
Regional Govt Sales Manager- West
Regional Government Sales Manager
External key customers
Central & State Government funded and reimbursed institute /corporation
Internal key customers
Private sales team, Application team, Operations team
Head Government Sales SRC, Sleep & Respiratory Care
Sleep & Respiratory care equipments
Type of Role
Regional Individual contributor
Philips India Limited is a subsidiary of Royal Philips of the Netherlands, a diversified technology company, focused on improving people’s lives through meaningful innovation in the areas of Health Systems & Personal Health.
The company is a leader in cardiac care, acute care and home healthcare, energy efficient lighting solutions and as well as male shaving and grooming and oral healthcare.
Philips provides systems for Critical support equipment’s like ventilators, Non invasive ventilators , Sleep labs
imaging, radiation oncology and patient monitoring as well as providing information management and resuscitation products. Philips’ healthcare products includes CT scanners, ECG equipment, mammography equipment, monitoring equipment, MRI scanners, radiography equipment, resuscitation equipment & ultrasound equipment.
The customer base is segregated into Government business – hospitals / teaching institutes, and private physicians and corporates.
Philips is market leader in all product segments and geographies. Our aim is to ensure that Philips HHS will grow at >30% CAGR year over year. The AM for West India would be expected to grow at 25% in 2016, and to take the growth rate around 30% in 2017.
India healthcare business is spread into 28 states in India and 7 union territories. Operations for neighbouring countries of Nepal / Bangladesh and Sri Lanka are also covered from here. The organization is divided into 4 regions – North, East, West and South and have sales / service/ projects teams based in the regions. We are operating a fast changing technology space with new product introductions happening regularly to keep pace with changing competition landscape.
The business is Sleep & Respiratory Care.
Major competitors include Resmed, and Weinman and there is a small presence of Chinese players in this segment.
This business is the most profitable business and growth in this business will create major value for the company. The RGSM would be expected to ensure growth with increased margins.
This is a critical role, which will take care of Government Sales for the Sleep & NIV business in states of West India
The business contributes close to 25% of West India business.
Manage distributors / dealers in the defined area / territory
Expand entry into key Government accounts
Develop and maintain relationships with all the key customers in the defined area.
Achievement of pre-defined sales volumes and profit goals as per AOP for all Sleep & Respiratory care for Central & state government accounts.
Should be able to drive projects central & state government accounts
Gain and maintain market & competitive information and knowledge in order to obtain and maintain the targeted market share in assigned area.
Improvement of sales at existing customers, improvement of customer satisfaction.
Develops business relationships with medical distributors, dealers, physicians and other hospital authorities in the establishment or expansion of markets in targeted state/Region.
Maintains up to date records of sales& ,stocks activities by distributors and actively works to dealers to increase sale of company products to meet defined objectives.
Should collaborate with Application, service operation & private sales team.
Maintains and informs competition information and other relevant market information on regular basis to strategies business plan.
Maintains excellent knowledge of company products & Do clinical selling and upsell of products
The incumbent is expected to have a full understanding and knowledge of Company people and processes as they Relate to customer service, Products, Programs, and Technical support, product financing and shipping.
Also responsible for creating mutually beneficial outcomes by helping our customers differentiate themselves and grow their businesses while maintaining acceptable profitability for Company.
Plans and executes Market Development Activities.
Key Areas of responsibility towards Distributors
Supports in selection and appointment of channel partners as per company guidelines.
Manages the channel partners in the assigned area in order to maximize sales volumes, revenues, account receivables, tender filing support.
Ensures dealers & distributors along with their team are properly trained (on regular basis) to sell products.
Develops and drives credibility and long term relationship with the channel partners in the assigned area to fulfill long term sales objectives.
Build capability in the sales channel delivery model.
Leads, directs and motivates the channel partners in order to achieve the predefined sales volume and profit goals.
a) Bachelors in Science/Engineering/Pharma (must have)
b) MBA from Tier 1 (preferred)
Years of Experience: 8 – 12 yrs if non MBA ; 6-10 yrs if MBA Area of Experience: Sales , Sales Management, Product Govt sales, import based tender biding process
Product knowledge in Respiratory/Sleep
Selling experience with proven track record
Sales Management experience (preferred)
Product Management experience
Teamwork (team up to excel)
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Company Location: Mumbai, Maharashtra
Job Category: Government Jobs