Business Development Manager - Clean Room

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 Net 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 the market.

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

• Building Territory Business Plan (TBP)
• Drive SFDC opportunities funnel X5 of the target
• Seeking & identifying new sales opportunities.
• Business plan KPI tracking (Weekly & Monthly)
• Drive marketing plan to achieve TBP
• Regular Co visits with KMAs to coach & drive them to achieve business plan, provide on hand solution
• Regular product session with all KAMs
• Provide forecast on a monthly basis

Customers & potential customers

(Accounts)

Routine

• Building relationships to gain preferential agreement and product recommendation.
• Clinical product reviews & evaluation of proposed products.
• Seeking & identifying new sales opportunities.
• Providing education
• Resolving product related issues
• Developing and supporting KOLs in industry.
• Identifying changes in industry trends.
• Persuading & influencing to evaluate/purchase.
• Provide forecast on a monthly basis

Distributors

Routine

• Identifying and recommending the right channel partner/s
• Appointment & agreement
• Inventory & Receivables
• Ensuring best customer (account) service

Country Manager

Routine

• Align direction and priorities and support in day to day role.  Review results and forecasts.
• Share best practices.
• Gather information and insights.
• Support with issue resolution.
• Business & team KPI tracking (Weekly & Monthly)
• SFDC pipe line discussion (weekly)

Business Development Manager, Non-Acute, APAC

Routine

• Align priorities and resources to support new product and business opportunities.
• Collaborate on portfolio initiatives.

Marketing, Supply Chain and Finance

Routine

• Strategic imperative development
• Providing forecast on a monthly basis
•  Pricing & commercial terms

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

• Proven track record of leadership with clear accomplishment
• A minimum of 5 to 10 years’ experience selling high volume consumables or industrial products in the B2B and B2C market via distribution models.
• A proven record of accomplishment in acquiring and building profitable business and strategic partnerships with distributors.
• Superior leadership, communication, analytical and planning abilities ensuring attention to detail.
• An ability to work in an unsupervised manner with a creative flair for identifying and implementing the right solution. A proven record of accomplishment in acquiring and building business and strategic partnerships with large, multi-sited complex end users and distributors
• Experience in identifying strategic business gaps and determining solutions
• Graduate (preference: Science / Engineering.) preferably a degree in business management, with an orientation in sales and/or marketing, would be highly regarded.

Key Leadership Behaviors (IDEAL Values)                                                                  

      IDEAL Values:

• I: Integrity- Honor commitments. Be thoughtful, honest and fair
• D: Development- Aspire for improvement and growth
• E: Excellence- Perform to the highest standards. Embrace our mission to empower our customers to advance healthcare into the future
• A: Accountability- Own our actions and results. Be responsible for what we do.
• L: Listen- Listen to our customers and to one another. Understand needs and deliver solutions

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.