Regional Sales Manager

Role & responsibilities

The RSM is TransCath's face in the territory and is accountable for its revenue. You will build the hospital and distributor base largely from scratch, win product trials and tenders, and turn them into repeat monthly orders that are collected on time.

Sales and revenue

• Achieve monthly and annual sales targets for the territory across CVC, HD, Arterial and other catheter lines.
• Build and maintain a territory plan: target hospitals, departments, decision-makers and expected volumes.
• Drive repeat business and rate-contract renewals with existing accounts.

Hospital development

• Call on intensivists, anaesthetists, nephrologists, cardiologists, ICU/cath-lab/dialysis nursing heads and purchase departments.
• Arrange product demonstrations and clinical trials (evaluations), and convert them into purchase orders or rate contracts.
• Get TransCath products listed with hospital formularies and purchase committees.

Distributor and channel management

• Identify, appoint and manage distributors and stockists in the territory.
• Set distributor targets, monitor stock and secondary sales, and keep channel pricing within company policy.

Collections and commercial discipline

• Own collections from accounts and distributors in the territory; keep overdue receivables within agreed limits.
• Follow the company's pricing, discount and credit approval policies.

Market intelligence and reporting

• Report daily calls, visits and pipeline in the company's system; submit weekly and monthly sales reports.
• Gather competitor pricing, product and tender information.
• Pass every product complaint or clinical feedback to Quality within 24 hours, and follow up with the customer to closure.

Preferred candidate profile

• Graduate in science, pharmacy or a related field (B.Sc, B.Pharm, B.Tech Biomedical or similar).
• 5-10 years of field sales in medical devices or hospital consumables, of which at least 2 years in critical care, vascular access, dialysis, cardiology or anaesthesia products.
• Existing relationships with key hospitals, clinicians and purchase departments in the territory.
• Experience appointing and managing distributors.
• Lives in, or willing to be based in, the territory; ready to travel 1520 days a month.
• Fluent in the local language, plus English and Hindi.