Job Description

Job Title Global Product Sales Specialist

Description

Role Mission

The Global Product Manager role is a strategic and tactical role reporting into the VP Global Marketing. Their key function would be giving strategic/tactical product and marketing support for the Urinalysis product category, to the sales people and distributors in the global regions, competition mapping, inputs for the price to market on-going program. They are expected to be proficient technically and have good English language and communication skills as they will offer worldwide support. They will also be responsible for global, regional and local market intelligence and localising the global product strategies set by the CCO and VP Marketing. They will be accountable for the product line business and margins. Overseeing all intricate details to ensure repeated annual growth, target achievement and coordinating with other departments to ensure smooth functioning of the product line.

Location

Dubai, UAE
Role Objectives

1) Achieving the budgeted sales targets

2) New product launches (Commercial Launch)

3) Support to sales team

4) Product Inventory planning

5) Ensuring product growth zone wise and sales achievement

6) Ensuring healthy ratio of secondary to primary sales.

Responsibilities:

1. Achieving the Budgeted Sales Targets
a) Coordinating with sales team for achieving targets for the product line handled.
b) Overseeing and coordinating with various departments to facilitate sales.
c) Visiting lagging territories to understand road-blocks and guidance
d) Devising marketing tools to increase penetration.
e) Devise marketing campaigns to boost secondary sales.
f) Conducting Institutional CMEs

2. New Product Launches
a) Understanding the market trend and identifying new products
b) Identifying new vendors for new products
c) Coordinating with inhouse R&D team to develop new products
d) Ensuring market penetration and coverage with new products. deliverable
e) Ensuring profitability of new product deliverable
f) Launching customer-oriented campaigns to push secondary sales
g) Conducting institutional seminars
h) Conducting training at Global, Regional, National and Zonal levels

Support to Sales Team

a) Timely technical support to sales team to penetrate new accounts
b) Support in business-case on Erba vs. competitors instruments
c) Troubleshooting issues
d) Facilitate invoicing of pending orders
e) Timely training at regional level and new recruits
f) Tender specifications, lock specs

Product Inventory Planning

a) Forecasting for expected sales inventory
b) Coordinating with production to ensure no shortages
c) Coordinating with international vendors for product availability
d) Liquidation of short expiry products to ensure minimal write-offs

5. Driving reagent/disposable sales

Facilitating strategic placement of instruments to drive reagent growth

Maximize pull-through of reagents from installed base

Driving the preparation of Marketing Tools such as Digital campaigns, Emailers, Mailers, Brochures, Pamphlets, Technical Bulletins, White Papers, etc.

Field evaluation of products which are developed by R&D

Ensuring Customer Satisfaction for the respective product range.

QA / QC Programs: (*)

a) Overseeing the planned activities
b) Ensuring target achievement
c) Overseeing satisfaction of all customers
d) Launch of online program
e) Establishing the brand in the industry

For Regulatory related activities, co-ordinate with Head of Regulatory Affairs, relevant Regional Product Managers/R&D and Imports for collation of required documents for application related to Test License, Product registration, etc. (*)

Values or key requirements

minimum 10 years of experience in healthcare industry, preferably in relevant IVD category, specifically Urinalysis
minimum 3 years in managerial role / same role.
Medical/biomed/pharmacy education background or familiarity with healthcare industry.
A solid track record of consistently delivering or exceeding sales targets and other relevant KPIs in sales / marketing / business development.
High level of self-motivation, energy and accountability; ability to work both independently and as a team in a fast-paced working environment.
Excellent interpersonal and communication skills; mature and engaging personality.
Ability to demonstrate conceptual selling and consultative approaching customers / prospects and to develop product-marketing strategy and demonstrate strong KOLs developing and management.
Strong leadership competency, organization skill and capacity to drive change.
Fluency in spoken and written English.
Ability to travel extensively
Agility to thrive in a new office infrastructure/ start-up environment
Academic background if critical for the role
(B.Sc/B.Eng / B.Tech (Biomedical engineer / Electronics /Instrumentation /Biotechnology) MSc (Biotechnology) + MBA (marketing ))
Team player -accountable for the success and failure for the team
Resourcefulness - can operate alone or uncertainty where not all resources/knowledge is available
Growth Mindset: prepared to develop, redevelop himself/herself
Functional: Negotiation skills, Customer responsiveness, Training ability, Market awareness, branding acumen, financial acumen, Presentation skills, Analytical skills, Planning & Organising; Result-orientation, Conceptualization
Managerial:
Coaching Skills
Stakeholders :

Internal : CCO, CEO, Tender, Imports, CSD, R&D, Production, Sales and Marketing, Global Services, Marcom

External : Customers, Distributor Partners, KOLs

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