Business Deveopment Manager- India Cleanroom Business

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At Owens & Minor, we are a critical part of the healthcare process. As a Fortune 500 company with 50+ facilities across the US and 18,000 teammates in over 90 countries, we provide integrated technologies, products and services across the full continuum of care. Customers-and their patients-are at the heart of what we do. Our mission is to empower our customers to advance healthcare, and our success starts with our teammates. Job Description Position Sector / Department Business Development Manager - Clean Room, Head Office, Pune, India (People Management Role-3 KAMs direct report) Sales Job Position Purpose / Summary Develop and manage the KAMs team, Clean Room Channel (Distributor's) sales team & Accounts for the business to meet sales and profit objectives. Use highly developed Leadership & interpersonal skills and superior market, functional and technical knowledge to promote, develop, expand and maintain- O&M Halyard's business to key influencers within the India Clean Room segment/market. This will be achieved through the ongoing partnership with O&M Halyard's regional, local marketing team and country management. Management and development of Accounts & Distributors will be maintained using Strategic Account Management principles for Key Accounts and specific Distributor development plans for Distributors supported by a formal business review process. Drive disciplined execution through his team for sales competencies development , customer relationships and sales processes , using SFDC Customer Relationship Management system (CRM) will be critical to the success of this leadership role , with a focus on building sales capability and a performance culture (KAMs Performance) that clearly differentiates, and rewards based on relative contribution to our business success. Ensure that O&M Halyard is up to date on and in a position to take advantage of any market change enabling the India business to maximize its market position. Job Position Accountabilities / Expectations Responsibility Area One: Business Plan Development Major Action: Develop a complete business plan for the Business Vertical to achieve specific sales targets in both volume and net sales value, contributing to O&M Halyard's achievement of its Operating Profit budget, through O&M Halyard maintaining and extending its current position with key Distributors & Accounts Conduct regular business reviews and updates Country Management How will success be measured : Achievement of Net Sales budget Achievement of pieces/case volume budget Achievement of Operating Profit budget Growth in key Accounts & Distributor sales year on year. Responsibility Area Two: Development of KAMs team & the Clean Room Accounts & Channel Major Action : Drive team of 3 KAMs across India in to build strong O&M Halyard strategic position in Clean Room segment Analyse Strategic Business Channel Partners and Accounts and develop strategies to ensure that O&M Halyard is maximising the penetration and potential from the Clean Room market. Work with internal stakeholders (Local & APAC Management & KAMs) to manage and maximise opportunities from major Accounts. Ensure that O&M Halyard is up to date on and in a position to take advantage of any market change enabling the India business to maximize its market position. How will success be measured : Development & implement of a Strategic Plan with our Strategic Business Partners Achievement of the N et Sales for the business verticals (through 3-KAMs & Channel Sales team) Achievement of the pieces/case volume budget Achievement of the OP budget ( GM & AOI of the business) Growth in strategic partners' sales year on year. Developing the Distribution Channel Business Development in Key Accounts Conduct regular business reviews with key distributors & KAMs Responsibility Area Three: Marketing Strategy and Planning Major Action: Work with Marketing teammates to decide upon the best marketing plans and strategies, as well as what promotional activities to be involved in. How will success be measured: Development of a strong and successful marketing plan for Distributors and Accounts. Execution of agreed strategies with resultant growth expectations achieved. Provide timely volume and sales forecast to ensure stock availability. Responsibility Area Four: Commercial Management Major Action : Work with Marketing, Supply Chain, Sales Operations & Finance to oversee chargebacks, analysis and approval of monthly claims; Price setting, control and communication - Special Price Agreement (SPA) dissemination to distributor partners; Tender response involvement where channel partners are appropriate; Co-ownership with Supply Chain, Marketing, Finance & Country Manager of 'terms and conditions of supply'. How will success be measured : Effective management of O&M Halyard's business through the distributor channel Strong partnership between Finance, Marketing, Sales, Supply Chain, and Sales Operations. Be seen as Customer Focused in

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