Market Development Manager
vakansiya — 2024

Job Purpose:

• Actively manage and drive sales at Accounts, grouped public & private clients
• Build key account management strategies and partnership models for group purchasing stakeholders
• Responsible for the achievement of the agreed-upon sales targets by developing and implementing the new tools and approaches that increase effectiveness and sales

Major Accountabilities:

• Define and shape key/ corporate account management approach for the entire Company’s portfolio
• Develop and drive opportunities for value-based engagement and new partnership models
• Build a relationship with relevant stakeholders/decision makers on the procurement group level
• Provide practice development services to help target accounts prepare for successful adoption of Company’s’s new technologies
• Ensure the value of Company’s products and services is well recognized with purchasing/ tendering groups.
• Product focus spans the entire Company’s portfolio
• Sales and market share responsibility across Company’s’s portfolio, i.e.
• Surgical equipment and consumables
• IOLs
• DEOH
• Contact Lenses
• Deployment of Value added services

Additional support for SX equipment and opportunistic sales approach for IOLs, consumables and disposables.

Key customer contact for:

• End-to-end procedure support
• Ensure high pull-through of IOLs & cataract consumables, initiate toric usage
• Refine Phaco equipment & train HCPs after sales support

Cross-functional support to:

• Identify equipment opportunities and create leads
• Report on competitor activities
• Initiate follow-up to product-related complaints

Consistently act following Company’s standards and medical device regulatory environment.

Key Performance Indicators:

• Customers database
• Accounts plans
• Weekly visiting activity reports
• Promo events budget control

Job Requirement:

Education: University degree in Business, health economics, public health or related field. An advanced degree in a related subject is preferred advantageous

Languages: Fluent in English and local language

Experience:

• Proven sales and marketing experience, ideally key account or strategic account management, hospital management or group purchasing
• At least 2 years of solid medical device sales/marketing / business development experience

Competency/ Technical Skills:

• Strong strategic and operational business acumen
• Proven ability to develop trust-based relationships with key customers and stakeholders such as payors, buyers, and policymakers
• Proven ability to develop new partnerships or business approaches and obtain business support
• Sound knowledge of strategic pricing
• Excellent communication skills, both technically (economic value considerations, value-based engagement) and interpersonally
• Solid negotiation skills
• Collaborative mindset and demonstrated ability to work effectively in a cross-functional setting with the partners in the country
• Strong communication and influencing skills