District Manager, Bhubaneswar, Odisha Full Time

At Zimmer Biomet, we believe in pushing the boundaries of innovation and driving our mission forward. As a global medical technology leader for nearly 100 years, a patient’s mobility is enhanced by a Zimmer Biomet product or technology every 8 seconds.

As a Zimmer Biomet team member, you will share in our commitment to providing mobility and renewed life to people around the world. To support our talent team, we focus on development opportunities, robust employee resource groups (ERGs), a flexible working environment, location specific competitive total rewards, wellness incentives and a culture of recognition and performance awards. We are committed to creating an environment where every team member feels included, respected, empowered and recognised.

Job Summary

The primary objective of the District Manager (DM) (Recon) is to ensure achievement of sales objectives by providing excellent service and advice to current customers within an assigned geographic area, whilst also leveraging new and existing business with the aim of growing market share. Additionally, this role acts as a mentor for new Sales Colleagues and Clinical Support Representatives within a designated geographic area. Case support coordination, conversion of new business opportunities and some business analysis are required in this role.

The role is intended to provide a development pathway for experienced and successful Sales Personnel moving toward a career in sales management.

This responsibility involves a significant amount of time spent within the operating theatre environment and the incumbent must demonstrate an understanding of this environment and of the role as both a representative of Zimmer and a part of the operating theatre team. The DM is responsible for supporting current business in the Recon range of products, and to actively grow the business by gaining new accounts and increasing Market Share.

This responsibility involves a significant amount of time spent both enhancing current business and development of future business opportunities.

The DM (Recon) should possess a strong working knowledge of Zimmer and competitor products. As a pivotal role within the organization, the DM acts as a liaison point between the customer and the various internal departments (eg. Marketing, Finance, Operations) whose work impacts or is impacted by field activity.

As a conduit of information to and from the field, DM must also facilitate the flow of information regarding changes in the industry, customer environments, or competitor activity to others within the larger Zimmer organization.

Principal Duties & Responsibilities

Support and Review Current Business (40%)

• Actively contact current and potential customers and attend to resulting customer requests.
• Conduct in-servicing and workshops on products.
• Maintain good relationships with key accounts & seek to continue leverage of existing business relationships.
• Responsibility of primary and secondary sales in the designated territory and Key accounts.

Targeting and Conversion of Business (50%)

• Establish relationships with key decision makers currently using competitor products, within targeted geographical & product areas.
• Present proposal to decision makers and convert customers to usage of Zimmer products.
• Responsible for the preparation of quotations for sales query as well as documentation for submission of tenders. To engage in the negotiation of prices in line with the guidelines from management.

Management Reporting(5%)

• Completion of reports as required by NBM/GSM/SM (or others), including monthly reports & expenses.
• Prepare ad-hoc reports on an as-required basis.
• To liaise with Distributors for effective customer service, order procurement for primary sales and realization of receivables from Distributors/Hospitals of the territory in co-ordination with the Area/Regional Sales Manager and Finance Department.

Technical Learning and Skill Development (5%)

• Attendance at relevant workshops and OT , where required, completion of learning assessment exercises.
• Study relevant clinical articles & data to build knowledge base and provide relevant advice to customers & staff.

Expected Behaviour

The incumbent will be required to demonstrate behavior in accordance with Zimmer Biomet’s Guiding Principles, as listed below;

We respect you for your individual contributions and your diverse perspectives. We support your professional growth and provide you with opportunities to share in the company’s success.

• Commit to the highest standards of patient safety, quality and integrity.

We commit to the highest standards of patient safety and quality in our products and services and to be recognized for world-class integrity and ethical business practices.

• Focus our resources in areas where we will make a difference.

We focus our resources in areas where we will make the greatest impact for our customers and patients through our collective knowledge of the disease state or market, established infrastructure, relevant engineering expertise and skillsets.

• Ensure the company’s return is equivalent to the value we provide our customers and patients.

We innovate to provide value through effective and efficient solutions for customers and improved outcomes for patients to ensure the company’s return is equivalent to the value we provide our customers and patients.

• Give back to our communities and people in need.

We partner with communities where we live and work and support causes and programs that forward our mission for people in need.

Education/Experience Requirements

The successful candidate must possess the following:

• Qualifications in B.Pharma, Business, Marketing or Paramedical discipline.
• MBA in Healthcare / Biomedical Engineer is preferred with 5 to 7 years of experience

The candidate must have the following level of experience in, or knowledge of:

• Previous experience in medical device or pharma sales – Orthopaedics, Capital, Equipment, Diagnostic.
• Demonstrated sales abilities & a track record of successful selling to the medical profession

Expected Areas of Competence (i.e. KSAs)

• Working level of proficiency in the local language/English/Hindi.
• Product/Technical Knowledge
• Commercial Acumen
• Result Orientation
• Inter-personal and strong communication skills
• Tenacity

Physical Requirements

Travel Expectations

50% of the time

EOE/M/F/Vet/Disability