Cluster Manager

Job content

Title: Cluster Manager

Production Portfolio: In Vitro Diagnostics Equipment

Roles & Responsibilities:

Our ideal Sales professional must have a strong understanding of company’s sales process, and excels at generating leads, building relationships, and closing deals on a weekly basis. The candidate needs to understand his/her Revenue Operating Plan and implement daily execution of strategy to ensure weekly/monthly revenue commitments are met. We’re seeking a quick learner with strong learning, listening and negotiating skills, and someone with presence who can showcase our entire care cycle offerings in a compelling way.

Represent our company, with a comprehensive understanding of our solution offerings. Maximize the sales performance by establishing strong relationships and gaining insight to the needs of the customer. Generate leads and commit to customer service by building relationships. Adjust sales techniques based on interactions and results in the field. Achieve the weekly, monthly, quarterly revenue targets.

You will have our trust and backing to take complete ownership for revenue and drive cluster level execution of P&L strategy. You will have to be grounded and pay attention to details as the role will be responsible for day to day operations rigor to sell and manage execution, drive initiatives in support of the people plan, develop and deploy the people strategy in partnership with the Circle Manager.

Key Responsibilities to Deliver (Daily, Weekly, Monthly, Quarterly, Annual):

Cluster P&L Responsibility

· Owns the P&L performance in your cluster for delivering revenue goals across Genworks portfolio products through proper planning and executing sales strategies.

· Design and Execute effective sales strategies to realize your Operating Plan, sales forecast, order forecast, including pricing and profitability to achieve sales targets.

· Leverages internal relationships to enhance customer experiences

Business Connect

· Actively partner with all stake holders to support and challenge leaders’ thinking in achieving optimal outcomes related to talent and sales performance effectiveness.

· Actively participate in daily/weekly/monthly sales review calls and share required MIS reports.

· You have to ensure Collections are made as per agreed target date and have addressed all issues on priority that will impact payment delay.

· Keep current with industry leading best practices, observe competition trends in your region and keep the Reporting Manager updated.

· You have to ensure complete compliance in terms of TnL Submission is on time,100% PNDT Regulatory for all orders, Customer KYC checklist adherence, strict confidentially of deal transaction, non-compete clause adherence etc..in your behavior.

· You have to ensure Upsell and Cross Sell of solutions happen in your region as per GW four quadrant measures of performance. This will ensure an evolved selling leadership style is demonstrated in the region which will lead to higher market capture.

Market Penetration

· You have to ensure Qualified Funnel Quality of your circle is maintained at all time.

· New Customer Onboarding each quarter in New Areas has to be demonstrated to increase our reach.

· 100% Existing Customer Retention will be a key SLA along with Competitor Conversion

Ideal Candidate Persona (Education, Work Experience, Skillset, Mindset) to be successful in the role:

· Bachelor or Master’s Degree from an accredited academic institution. Engineering Degree will be preferred.

· Min. 5 Years of relevant experience in Med Tech sector in companies of similar size and scale.

· Should have worked or working in Tier 2 markets that we are serving with excellent KOL connects.

· Excellent presentation & Articulation skills; able to present ideas to customers in a way that produces understanding and impact

· Able to travel without boundary

· Proven ability to impact and influence at all levels within the company to achieve optimal outcomes

· Should adapt to an dynamic, fast paced and rapidly changing matrix environment

· Ability to effectively network across a variety of teams to build solid relationships.

· Capability and willingness to operate on both macro and micro issues.

· Sound analytical, problem solving and negotiation skills.

Key Competencies Ideal Candidate should demonstrate to be successful in the role:

· Sales approach & Objection Handling - Handles different sales scenarios, presents company value propositions, sets agenda, does initial product pitch & presentation, seeks opportunity for cross-selling & upselling. Handles competition, pricing and risk challenges in each deal, presents responses to objections, gains customer acceptance to proposed solutions

· Opportunity Management -Manages a healthy funnel across the responsible region, does cold calling/prospects - IB & competition users, promotes GW DM content to customers, demonstrates deal ingenuity.

· Negotiation & Pricing:Represents company interests, achieves a win-win for customer & company, maintains price book pricing in the market, has a low frequency of requesting special pricing (<10% of all deals) & maintains confidentiality of the same, applies different pricing strategies to proposed solutions.

· Relationship building:Looks to build trust with customers, demonstrates understanding of the customer’s needs & expectations, builds strong relationships with multiple key influencers & maintains frequent interactions.

· Genworks Solutions approach:Follows modality-based guidance matrix for product positioning by understanding customer’s workflow, leverages vast product portfolio to cater to more customer segments across all modalities. Promotes customer care area focused solutions, identifies and creates differention to the solutions offered, constantly takes newer solutions added to his/her portfolio to customers and provides feedback, shows intent & effort as a true GW champion

· Discipline towards Internal processes:Adopts company policies, utilizes required digital tools - CRM/ERP/E-commerce/OKR systems, first-time right for documentation for order processing & revenue recognition, adheres to sales, demo & buyback processes, complies with legal & statutory requirements, closure of customer AR.

· Team Work:Initiates weekly product presentations/GTM discussions by solutions specialist to promote new technology & solutions, leverages support teams to establish product grounding & differentiation or overcome competition/challenges, requests for & leveraging travel support as required

· Strong Organization Citizenship & Integrity:Treats people respectfully, is direct and honest, yet sensitive while working with others, works together with colleagues to solve problems and provides support to any team, treats colleagues & customers with dignity and respect, and works without bias, is fully accountable for actions taken and ensures that they are in full compliance with the company’s rules and regulations.

· Commitment to excellence:Is ambitious, pursues goals, maintains focus, demonstrates results in a variety of selling scenarios, is passionate about his/her role and continuous seeks to learn best practices and gain mastery.

· Customer Champion:Exhibits humility to listen, understand and empathise with the customer, goes over and beyond to delight the customer, putting the customer first for ALL decision making, understands the target customers profile/needs and pain points, has a strong pulse on competition, effectively prioritises the top customer problems that can have an impact in the market.