Role Clarity BDM/ABM

Reporting To: State Head

Role Definition:

This person is responsible for driving revenue expanding channels (B2D B2B B2C B2I) models (FOFO HLM SIS) and ensuring customer engagement in the assigned zone. This role requires strategic execution of business plans customer relationship management and team leadership to achieve business success and strengthen presence and brand credibility in the region.

Deliverables:

Targeted revenue and profitability goals for the zone

Expand business from models and channels (B2C B2B B2D B2I FOFO HLM SIS etc.)

Develop strong customer relationships and increase retention

Build lead and mentor a high-performing and aligned sales team

Task and Activities

Regional Business Strategy Development:

Conduct quarterly market research to gather insights on competitor offerings customer needs and industry trends. Summarize insights into actionable points during the quarterly review.

Conduct weekly business review & analysis for revenue channels products and per BDM productivity and implement actions based on insights. Lead weekly zonal review meetings to realign tasks with business outcomes

Track zone-wise sales funnel by channel/ model (B2D/B2B/B2C/FOFO/HLM/SIS) and ensure action on conversion gaps

Prospecting & New Customer Acquisition:

Partner with Central Marketing to source leads from defined channels (digital campaigns etc.) and ensure timely follow-up

Co-create and execute regional marketing initiatives (CMEs health camps local promotions) as per the zonal calendar

Plan and run weekly field drives targeting all customer categories (B2D B2B FOFO SIS HLM etc). Set daily lead-generation targets (e.g. 20 new leads/day) and review attainment in weekly sales reviews.

Update every leads status and next-step activities in the Sales Module (LIMS) on a daily basis. Monitor pipeline metrics (lead count conversion rate etc.) to identify bottlenecks and coach BDMs

Identify and map all potential prospects Clinicians hospitals corporates SIS partners HLM the zone. Maintain and quarterly refresh each BDMs MSL of high-potential targets.

Conduct at least 6 meetings daily with identified potential customers and business-driving key customers (KOLs A and B category customers). Use these meetings to uncover needs position our service advantages to explore business relationships.

Develop and deliver customized product/service pitcheshighlighting UVPsto each prospect. Draft and share formal proposals (pricing SLAs onboarding steps) aligned to customer requirements.

Conduct conversion drives per BDM per week. Track every conversion in the Sales Module daily and report weekly on closure rates

Facilitate a seamless onboarding process with Operationsensuring operations schedules account setup and partner alignment.

Customer Retention and Relationship Management:

Implement quarterly engagement plans for key customers (Clinicians Corporate - KOLs A category etc.). Engage 30% of MSL through different engagement activities such as RTMs CMEs Doc Talk etc. every quarter.

Develop and execute customer retention strategies focused on delivering exceptional service along with the Zonal Operations Manager. Achieve a customer feedback score of 4.8.

Manage key customer (B2D and B2B) accounts of Franchise partners for business development. Conduct weekly calls with all Franchisee partners to address their business needs.

People Management:

Set individual performance targets with each team member aligned with the zones objectives.

Conduct daily huddles with the team to discuss ongoing activities and address any issues.

Hold weekly meetings with the team to discuss sales performance indicators and lead measures.

Conduct monthly 1:1 meetings with direct reportees to review progress on KPIs and plan the way ahead. Document and share feedback with each team member.

Assess individual ASK (Attitude Skills Knowledge) on a quarterly basis and manage the learning of the team in collaboration with the HR team to enhance skills and drive career paths.

Monthly recognize and reward high performance and initiate improvement plans where necessary. Achieve a People Score of 90.

Role Requirements:

Bachelors degree in science or a related field.
Demonstrated track record of success in sales and key account management particularly in the Healthcare sector.
Minimum 60% score in matriculation and higher secondary
Exceptional customer service skills encompass active listening problem-solving and interpersonal communication. Strong written and verbal communication skills
Strong ability to establish and nurture rapport with key clients while effectively managing multiple accounts concurrently. Proactive attitude with a result-oriented approach to sales and relationship management.
Demonstrated ability to work collaboratively in a team-based environment.
Willingness to travel as required for customer visits and business development initiatives.

BDMABM Hisar