Company
ASP (Advanced Sterilization Products)
Business Title/ Position
Zonal Account manager
Location
Kochi (Ernakulam)
Coverage
Central Kerala
Qualification
Science Graduate/Biomedical Engineering Graduate (MBA will be added advantage).
Experience
A minimum of 3+ years of sales experience from healthcare industry (Experience in medical device/Medical Equipment sales will be an added advantage).
Job Description
Roles and Responsibilities:
Manage central Kerala ASP Business to achieve or surpass sales targets ensuring alignment with company policies and objectives. As a Zonal Account manager, you will oversee sales performance, market share expansion, key account management, distribution strategy, capability development, and sales force effectiveness.
A deep understanding of the products under your responsibility, along with strong market insights, will be essential. You will be responsible for identifying customer needs, monitoring competitive trends, and fostering long-term relationships to enhance customer loyalty. Your goal is to position ASP as the preferred supplier in the region.
Sales Turnover:
Responsible for ASP- TS Capital Equipment & Consumables + WD (Washing Disinfectant) Equipment & Consumables) portfolio
Provide weekly and monthly sales action plans to manager, reflecting the activities required in each account to achieve sales objectives
Able to negotiate and close sales in routine situations and with guidance when handling more complex deals; Participate in Trade Displays and Conference when required
Key Talents/Strengths for the Role:
Excellent problem solving & interpersonal skills; Results-oriented with good negotiation & communications skill; Strong business sense; Demonstrated ability to build and maintain key business relationships internally and externally; Demonstrated ability to work both collaboratively and independently in a cross-functional and team-oriented environment.
Territory Management:
Develop understanding of customer needs to identify sales opportunities
Identify tender/contract opportunities and work with colleagues/Dealers to deliver
With guidance, develop an effective and efficient territory plan
Identify and educate surgeons on right infection control practices and solutions through consult-in-surgery, one-on-one sales calls, one-to-many training sessions
Key Account Management:
Prepare a plan to optimize key account development and sales growth by identifying opportunities; Identify and document key customers and decision makers; Be aware of Key Account strategies for growth; Identify and optimize cross selling opportunities and work with managers/colleagues to realize these; Provide customer support on inventory, within company guideline
Product & Market Knowledge:
Develop understanding and continually enhance personal understanding of product's features, benefits, correct product application, through practical experience and training programs.
Able to demonstrate application/usage of products and differentiate them from competitor's products
Develop understanding of competitive products, their features-advantages-benefits
Gather information on current practices, behaviors and attitudes
Corporate Ethics and Governance:
Maintain a responsible and ethical approach while actively pursuing business outcomes; Conduct business within ethics and values; Relationship with customers based on high ethical standard.
About ASP:
ASP is a leading global provider of innovative sterilization and disinfection solutions, and a pioneer of low-temperature hydrogen peroxide sterilization technology. ASP’s mission is to protect patients during their most critical moments. We support healthcare facilities in the fight to protect patients against hospital acquired infections, which are a leading cause of morbidity and mortality. ASP’s products, which are sold globally, include the STERRAD system for sterilizing instruments and the AER (Automatic Endoscopy Re-processor) systems for endoscope reprocessing and cleaning.
