Full Job Description
JOB PROFILE
General (organization chart to be attached)
Job Title:
Key Accounts Executive – Surgical
Job Grade:
IC3
Department:
DS Surgical
Reports to (Name & Job Title):
Key Account / Area Manager (Sales) – Surgical
Job Purpose
Meet/ exceed the sales expectations in the accounts assigned. Achieve value and volume growth of products and establish good customer relations in the government accounts. Implement the sales and marketing plans /schemes along with special POA for the accounts to meet the sales target.
Provide value addition for the company’s image with the account and make sure that collections are done in a timely manner for the sales done.
Major Accountabilities
Manage the government accounts in Delhi region and will maintain the current business & ensure the successful achievements of financial targets.
Ensure the YOY growth in the defined territory.
Support in implementing and evaluating Company’s strategy for the ophthalmology equipment & related accessories & consumables in the government institutional market.
Manage & work in OR to support customer & promote our products.
Manage pre & post sale product demonstration in OR/OT.
Manage complex sales cycle totally aligned with the procurement process outlined by the Purchasing arm of the Government Supplies.
Maintain a robust tender tracking mechanism and create opportunities & daily field visit report on SFDC tool.
Maintain and update an exhaustive list of all current and upcoming govt. tenders in the respective territory.
Support the preparation of quotations, proposals, evaluate, and identify untapped Govt. accounts to gain market share.
Work closely with KOL/ HOD/Surgeon, purchase/account dept and decision makers.
Establish effective relationships and collaborations with other cross-functional verticals – Marketing, Finance, Supply chain, legal and Regulatory etc.
Ensure that the AR/ OD is maintained to the desired lowest level and constant follow up is taken up to close any nonpayment issues.
Ensure that the Company compliance policy is understood and implemented.
Work closely with channel partner/ dealer and ensure to provide timely support, also evaluate dealers Alcon business on yearly basis.
Willing to relocate in future.
Role Dimensions:
Number of associates:
NIL
Revenue responsibility:
Achieving sales in assigned accounts
Decision making:
NA
Functional/technical know how:
Surgical business products knowledge
Impact on the organization:
Limited
Key Performance Indicators
Financial & Business results
Objectives: To achieve the assigned total value targets and growth targets
How to measure: Through the performance of value achievement & growth achieved
Objectives: To achieve the assigned key products value targets and the growth targets
How to measure: Through the performance of key product value achievement & growth achieved
Objectives: To keep the outstanding from the distributors/ government customers as agreed per norms
How to measure: Through the periodic reports from finance team on the outstanding of the parties
Objectives: Ensure Marketing Programs, Strategies & Tactics are effectively implemented, monitored and managed.
How to measure: Through the execution of our Regional Marketing/Country programs, training strategies & tactics that effectively grow brands through activity based management focus and planned activities.
Objectives: Ensure SFDC/ Pitcher usage as per the KPIs
How to measure: Create opportunities & daily field visit report on SFDC tool with requisite coverage across various segmentation.
Strategy/Market focus
NA
Operational Excellence
Day to day implementation in accounts
People, Capabilities & Management
NA
Others
NA
Ideal Background
Components
Minimum
Desirable
Education
Bachelor’s Degree in science /Engineering
Bachelor’s Degree in science /Engineering
Experience requirement:
Minimum 4 years selling experience in relevant field
4 Year Experience in Ophthalmology Field
Languages:
Proficient in English
Proficient in English
Specific Professional Competencies:
Customer focus ,Drive for results ,Negotiating , Presentation skills, Problem solving , Technical learning , Action oriented , Peer relationship , Creativity , Ethics And Values , Integrity And Trust
Document Prepared by:
Tarun Saxena
Document approved by:
Date of issue:
Aug 2021
Associate Name
Signature
Date
Alcon is an Equal Opportunity Employer and takes pride in maintaining a diverse environment. We do not discriminate in recruitment, hiring, training, promotion or other employment practices for reasons of race, color, religion, gender, national origin, age, sexual orientation, gender identity, marital status, disability, or any other reason.