Area Business Manager

Position Summary:

The main objective of this role is to manage a group of government and private customers to achieve designated sales target levels. To identify new business opportunities, while maintaining and expanding upon existing customer business for the assigned area. ABMs own the relationship with direct and indirect business partners. Also drive the performance of channel partners to increase the market reach; ABMs are also responsible for account receivable collections within the stipulated credit period. Also, they are responsible as first line assessors of Credit worthiness of direct and indirect customers. Regular in-person follow ups for business and maintaining relationships. Comply with all Carestream Health policies and demonstrate highest levels of ethics & integrity. Drive compliance to policies & processes amongst team members

Position Responsibilities:

Direct Sales
•Responsible for developing new methods for mapping prospects, generate leads & drive sales deals with customers in Govt and Private.
•To promote the use of core products within prospective customer accounts.
•Direct the product demonstration process for qualified target accounts.
•To conduct Training workshops for the Radiographers – CROP to enhance the skills of the Radiographers
•To attend Key Conferences in the field of Radiology/Orthopedics and Veterinary in their Territory representing the company with the products.
•To generate tenders and facilitate the Govt tendering process

Indirect (Channel) Sales
•To appoint and manage distributors/ channels for product range.
•To plan and implement market coverage strategies based upon business potential & growth along with Regional General Manager. Will also be responsible for planning and achievement of distributor performance review and targets achievement.
•To ensure development & engagement of channel partners throughout the year.
•To conduct QBR/Performance review every quarter and highlight to the RGM and Vertical , Key critical issues what the channels face.
•To conduct Sales Training Workshop for the Channel partners every 6 months.

Account Management
•Develop and maintain strategic long-term business relationships with existing customers to promote brand awareness and profitable business relationships.
•Recommend products & solutions that fit well with customers business needs and act Follow the processes laid by organization on the compliance front e.g. updating C4C /Sales Database Platform on daily basis for regular tracking & monitoring of all business leads. Provide weekly, monthly sales forecasts to RGM & Country Business Manager. as a business consultant to the customers.
•Support in bringing up voice of customers to the Regional General Manager, ensure any customer issues are resolved satisfactorily, if not escalate to management immediately.
•To ensure that the accounts receivable is maintained to the desired Nil or lowest level and constant follow up is taken up to close any non-payment issue.
•Regular updates on competition activity and report back to immediate manager.
•Identify potentials for new business including new products and new channels to market.

Alignment with product verticals & other functions
•Improve the alignment with verticals such as Medical Films and XRS business to ensure the understanding of new and existing product range.
•Proactively highlight disconnect between sales & other business functions such as Service, Finance, Marketing & Supply chain & Logistic team, etc and work with them for process standardizing.

Compliance
•Compliance of Carestream Policies are adhered too at the highest levels and no compromise shown.

Required Skills & Education:

•Graduation or Equivalent educational qualification- BE /B Tech & MBA is desired ( not mandatory )
•4 – 6 years plus experience in ideally radiology or medical devices (Equipment and consumable combination sales or service)
•Work Experience in the field of Radiology or Healthcare/Medical Devices /Relevant Industry
•Should have managed/delivered minimum INR 10-15 crores or more.

Desired Skills:

Business Growth & Strategy

Develop and implement short- and long-term strategies for profitable growth. Establish and implement regional business plans on a quarterly and annual basis.

Market & Customer Focus

Analyze market trends, competition, and customer segmentation to shape strategy. Build strategic relationships with key customers for sustained revenue and partnerships.

Channel & Customer Management

Expand and optimize distributor networks based on geographic presence and business potential. Maintain high Customer Allegiance Scores through strong processes and service excellence

•Must have demonstrated successful track record in sales management
•Adequate product knowledge
•Consultative sales ability & refined negotiation skills
•Financial Fluency
•Ability to manage multiple tasks, work under pressure
•Flexibility to work in an ever-changing environment
•Strategic thinking
•Good interpersonal skills
•Excellent communication skills
•Proactive & self-organized
•Team Player
•Excellent Presentation skills – PPT and able to conduct Workshops
•IT skills (MS office)
•Strong problem-solving ability

Work Environment:

Physical Requirements: