Business Development Manager
Owens & Minor
Business Development Manager
Owens & Minor
Global healthcare products and services distributor
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:
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:
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:
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:
Key Relationships / Customer Expectations (Optional)
Working Relationships
List the titles of individuals, departments and organisations with which you have the most frequent contact, and how frequently these contacts occur. This should include both internal and external contacts. Briefly describe the nature or purpose of these contacts.
Most Frequent Contacts
Frequency of Contact
Nature or Purpose
KAMs
Routine
Customers & potential customers
(Accounts)
Routine
Distributors
Routine
Country Manager
Routine
Business Development Manager, Non-Acute, APAC
Routine
Marketing, Supply Chain and Finance
Routine
Decision Making Authority
Describe the authority permitted to your position by indicating which decisions you are expected to make and which you are expected make recommendations.
Decisions Expected
Recommendations Expected
Develop action plans to address customer needs & concerns
Product evaluations, Sample Stock requests,
Implement product sales strategies to optimise gross profit.
Contract & Product Pricing recommendations
Advise Sales Leader of variances to plans forecasts and guidelines and suggest corrective actions
Prioritising workload and planning travel to remote customers according to need
Forward planning for remote customers
Review and amend Sales Forecasts and Demand Plans in line with reporting cycles
Advise Sales Leader of variances to plans forecasts and guidelines and suggest corrective actions
Qualifications / Education / Experience / Skills Required
Essential: Mandatory to ensure the job is done effectively and efficiently
Key Leadership Behaviors (IDEAL Values)
IDEAL Values:
Organogram
This document is intended to describe the general nature and level of work to be performed by employees assigned to this position. This document is not intended to be construed as a complete list of all responsibilities, duties, and skills required of incumbents. Management may at any time assign other duties in addition to those listed here, with or without modifying this position description.
The following section is only required for documenting Job Description review with employees where the review cannot be documented electronically.
Job Description Review:
Position
Signature
Date
Manager
Hemant Bhardwaj
Employee
If you feel this opportunity could be the next step in your career, we encourage you to apply. This position will accept applications on an ongoing basis.
Owens & Minor is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, national origin, sex, sexual orientation, genetic information, religion, disability, age, status as a veteran, or any other status prohibited by applicable national, federal, state or local law.
Global healthcare products and services distributor
Owens & Minor is a Fortune 500 global healthcare solutions company that supplies medical and surgical products and services from hospital to home, through brands Apria, Byram, and HALYARD, with 20,000+ teammates. It helps care teams by sourcing, distributing, and providing home medical equipment and home infusion services, plus clinical and distribution support. The difference is its end-to-end reach across hospital-to-home care and an integrated supply chain, backed by large scale and a long history. The goal is to keep healthcare running smoothly by ensuring reliable access to medical products and services wherever care happens.
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