Senior Regional Business Manager
Smiths Medical
Total years of experience :17 years, 4 Months
• Setting of success criteria, providing leadership for achievement of goals for the regional sales team, forecasting, analyzing and reporting on sales, implementing policies, and maintaining budget.
• Directs the region’s sales personnel and works cross-functionally with other internal Smiths Medical departments to maximize sales efforts.
• Acts as a liaison between headquarters and field to ensure effective two-way communication that will drive results.
• Work with the distributors on a Demand forecast / product and month and be accountable with the DMR program.
• Establishes, defines and manages to a clear strategic direction and goal attainment targets for the regional sales team.
• Develops annual sales plans, strategies, and tactics for the region to enhance Smiths Medical’s competitive position and meet customer needs, in coordination with Smiths Medical’s sales and business plans.
• Recruits, directs, and develops all field sales personnel within the region to drive individual and group performance.
• Defines and manages the monthly, quarterly and annual sales objectives for all field sales personnel.
• Proactively monitors and reports on issues affecting the region, including pricing, competitive pressures, distribution, talent, market / industry movements and other business and / or customer challenges that impact regional performance.
• Consistently works to improve personal knowledge and sales management skills to add greater value to current and potential customers and to Smiths Medical.
• Facilitates a culture of teamwork and excellence among the Smiths Medical staff in his / her region, as well throughout the organization
• Recruits, directs, and develops all field sales personnel within the region to drive individual and group performance.
• Defines and manages the monthly, quarterly and annual sales objectives for all field sales personnel.
• Setting of success criteria, providing leadership for achievement of goals for the regional sales team, forecasting, analyzing and reporting on sales, implementing policies, and maintaining budget.
• Directs the region’s sales personnel and works cross-functionally with other internal Smiths Medical departments to maximize sales efforts.
• Acts as a liaison between headquarters and field to ensure effective two-way communication that will drive results.
• Work with the distributors on a Demand forecast / product and month and be accountable with the DMR program.
• Establishes, defines and manages to a clear strategic direction and goal attainment targets for the regional sales team.
• Develops annual sales plans, strategies, and tactics for the region to enhance Smiths Medical’s competitive position and meet customer needs, in coordination with Smiths Medical’s sales and business plans.
• Recruits, directs, and develops all field sales personnel within the region to drive individual and group performance.
• Defines and manages the monthly, quarterly and annual sales objectives for all field sales personnel.
• Proactively monitors and reports on issues affecting the region, including pricing, competitive pressures, distribution, talent, market / industry movements and other business and / or customer challenges that impact regional performance.
• Consistently works to improve personal knowledge and sales management skills to add greater value to current and potential customers and to Smiths Medical.
• Facilitates a culture of teamwork and excellence among the Smiths Medical staff in his / her region, as well throughout the organization
• Recruits, directs, and develops all field sales personnel within the region to drive individual and group performance.
• Defines and manages the monthly, quarterly and annual sales objectives for all field sales personnel.
Inducted as Sales Specialist (Cardiac Monitoring & Resuscitation Systems) and charted a phenomenal growth curve to merit promotion to the position of Business Unit Manager Critical Care Unit.
Designation Chronology:
• Jan ’10 - Present: Business Unit Manager Critical Care Unit
• Jan '09 - Dec '09: Critical Care Products Sales Supervisor
• Dec '06 - Dec '08: Sales Specialist (Cardiac Monitoring & Resuscitation Systems)
Key Responsibilities as Business Unit Manager Critical Care Unit (Jan ’10 - Present):
• Developing and implementing an integrated range of sales concepts, methodologies and marketing strategies for the critical care equipments including:
- Physio-Control Defibrillator/Monitor
- Draeger Air-Shields Infant Incubator, Warmers and Jaundice Management System
- Mindray Datascope Patient Monitors
- Toitu Fetal Heart Doppler
• Researching business opportunities for selling biomedical instruments, conducting market research & feasibility studies, implementing quality control measures and analyzing competitive products to execute action plans and achieve the defined KPIs.
• Projecting sales targets, preparing action plans/schedules and formulating initiatives to achieve the targets while keeping the upper management abreast of all sales initiatives.
• Keeping abreast of latest scientific advancements, analyzing potential markets and competitors’ activities, and recommending initiatives for augmenting profits.
Key Responsibilities as Critical Care Products Sales Supervisor (Jan ’09 - Dec ’09):
• Planned, coordinated and managed marketing campaigns, as well as launched new sales management activities like account planning and management.
• Collated information, formulated marketing strategies and long term rollout plans to optimize performance parameters and business outputs.
• Conducted market research and analysis; prepared research-based reports and sales forecasts for senior management.
• Promoted and maintained customer relations with major key accounts customers to enhance company’s wholesales markets.
• Directed, oversaw, monitored and evaluated the activities of sales representatives under supervision.
Key Responsibilities as Sales Specialist (Cardiac Monitoring & Resuscitation Systems) (Dec ’06 - Dec ’08):
• Explored potential business opportunities, established distribution networks for products and services in line with company strategies, policies and standards.
• Executed sales and marketing strategies for the sale of a wide range of test equipments of ‘Fluke Biomedical Products’ in consistence with the overall goals and objectives of the business.
• Evaluated and drafted tenders/pre-proposal and benchmark for MOH and military sectors hospitals as per requirements, coordinated with suppliers, sub-contractor and end-users to ensure conformity to established quality standards.
• Established a strong market presence by creating product awareness through campaigns and market promotions.
• Handled Strategic sales initiatives for Medtronic Physio-Control Defibrillator/Monitor, Datascope Patient Monitoring Systems, as well as Spacelabs Healthcare (ECG, Holter, Treadmill Machine, Nibp Tracker, Arrhythmia Analysis Software).
Core Modules: • Hardware Main Parts. • Installations. • Diagnostic Part Damage.