Business Deveopment Manager- India Cleanroom Business

At Owens & Minor, we are a critical part of the healthcare process. As a Fortune 500 company with 50+ facilities across the US and 18,000 teammates in over 90 countries, we provide integrated technologies, products and services across the full continuum of care. Customers—and their patients—are at the heart of what we do.

Our mission is to empower our customers to advance healthcare, and our success starts with our teammates. 

(People Management Role-3 KAMs direct report)

Develop and manage the KAMs team, Clean Room Channel (Distributor’s) sales team & Accounts for the business to meet sales and profit objectives.

Use highly developed Leadership & interpersonal skills and superior market, functional and technical knowledge to promote, develop, expand and maintain- O&M Halyard’s business to key influencers within the India Clean Room segment/market. This will be achieved through the ongoing partnership with O&M Halyard’s regional, local marketing team and country management.

Management and development of Accounts & Distributors will be maintained using Strategic Account Management principles for Key Accounts and specific Distributor development plans for Distributors supported by a formal business review process.

Drive disciplined execution through his team for sales competencies development, customer relationships and sales processes, using SFDC Customer Relationship Management system (CRM) will be critical to the success of this leadership role, with a focus on building sales capability and a performance culture (KAMs Performance) that clearly differentiates, and rewards based on relative contribution to our business success.

Ensure that O&M Halyard is up to date on and in a position to take advantage of any market change enabling the India business to maximize its market position.

Develop a complete business plan for the Business Vertical to achieve specific sales targets in both volume and net sales value, contributing to O&M Halyard’s achievement of its Operating Profit budget, through O&M Halyard maintaining and extending its current position with key Distributors & Accounts

Conduct regular business reviews and updates Country Management

Work with Marketing teammates to decide upon the best marketing plans and strategies, as well as what promotional activities to be involved in. 

List the titles of individuals, departments and organisations with which you have the most frequent contact, and how frequently these contacts occur.  This should include both internal and external contacts.  Briefly describe the nature or purpose of these contacts.

• Development of a strong and successful marketing plan for Distributors and Accounts.
• Execution of agreed strategies with resultant growth expectations achieved.
• Provide timely volume and sales forecast to ensure stock availability.

KAMs

Routine

• Building Territory Business Plan (TBP)
• Drive SFDC opportunities funnel X5 of the target
• Seeking & identifying new sales opportunities.
• Business plan KPI tracking (Weekly & Monthly)
• Drive marketing plan to achieve TBP
• Regular Co visits with KMAs to coach & drive them to achieve business plan, provide on hand solution
• Regular product session with all KAMs
• Provide forecast on a monthly basis

Customers & potential customers

(Accounts)

Routine

• Building relationships to gain preferential agreement and product recommendation.
• Clinical product reviews & evaluation of proposed products.
• Seeking & identifying new sales opportunities.
• Providing education
• Resolving product related issues
• Developing and supporting KOLs in industry.
• Identifying changes in industry trends.
• Persuading & influencing to evaluate/purchase.
• Provide forecast on a monthly basis

Distributors

Routine

• Identifying and recommending the right channel partner/s
• Appointment & agreement
• Inventory & Receivables
• Ensuring best customer (account) service

Country Manager

Routine

• Align direction and priorities and support in day to day role.  Review results and forecasts.
• Share best practices.
• Gather information and insights.
• Support with issue resolution.
• Business & team KPI tracking (Weekly & Monthly)
• SFDC pipe line discussion (weekly)

Business Development Manager, Non-Acute, APAC

Routine

• Align priorities and resources to support new product and business opportunities.
• Collaborate on portfolio initiatives.

Marketing, Supply Chain and Finance

Routine

• Strategic imperative development
• Providing forecast on a monthly basis
•  Pricing & commercial terms

Describe the authority permitted to your position by indicating which decisions you are expected to make and which you are expected make recommendations.

Develop action plans to address customer needs & concerns

Product evaluations, Sample Stock requests,  

Implement product sales strategies to optimise gross profit.

Contract & Product Pricing recommendations

Advise Sales Leader of variances to plans forecasts and guidelines and suggest corrective actions

Prioritising workload and planning travel to remote customers according to need

Forward planning for remote customers

Review and amend Sales Forecasts and Demand Plans in line with reporting cycles

Advise Sales Leader of variances to plans forecasts and guidelines and suggest corrective actions

• I: Integrity- Honor commitments. Be thoughtful, honest and fair
• D: Development- Aspire for improvement and growth
• E: Excellence- Perform to the highest standards. Embrace our mission to empower our customers to advance healthcare into the future
• A: Accountability- Own our actions and results. Be responsible for what we do.
• L: Listen- Listen to our customers and to one another. Understand needs and deliver solutions

This document is intended to describe the general nature and level of work to be performed by employees assigned to this position.  This document is not intended to be construed as a complete list of all responsibilities, duties, and skills required of incumbents.  Management may at any time assign other duties in addition to those listed here, with or without modifying this position description.

The following section is only required for documenting Job Description review with employees where the review cannot be documented electronically.

Manager

Hemant Bhardwaj

Employee

If you feel this opportunity could be the next step in your career, we encourage you to apply. This position will accept applications on an ongoing basis.

Owens & Minor is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, national origin, sex, sexual orientation, genetic information, religion, disability, age, status as a veteran, or any other status prohibited by applicable national, federal, state or local law.