Territory Manager

Product Specialist

Key Roles & Responsibilities:

1. Liaison with Sales Team for market research and understand customer segmentation.

1. Translate customer requirements into actions for product and therapy development -
   
   
   
   1. Discussions with KOLs on procedural and product feedback
   2. Prepare and work on PSA contracts.
      
      
      
      1. Identify proctors appropriate for PSA.
      2. Plan marketing initiatives and training programs for each PSA
      3. Get PSA contract prepared and signed by Global Professional Education Team and each proctor after complete evaluation.
      
      
      
      
   3. Plan and conduct webinars.
   4. Patient awareness programs
   5. Case studies
   6. Clinical papers / white papers - collaborate with KOLs on study and liaison with medical writer to draft analyze data and draft the paper.
   
   
   
   

1. Plan & execute Masterclasses / Training programs in collaboration with Sales team for new customers.
   
   
   
   1. Plan Masterclasses with Proctors in each zone
   2. Prepare budget sheet and take approvals as appropriate.
   3. Inform Proctor with approved dates and prepare for training program.
   4. Prepare participant list with Sales Team
   5. Arrange for participants' travel to host city.
   6. Arrange collaterals for training.
   7. Manage on-ground arrangements - live cases, classroom training.
   
   
   
   

1. Training for Orthopedics
   
   
   
   1. Prepare list of orthopedics ready to be trained.
   2. Discuss and plan masterclass with Proctors from Orthopedic / Pain Medicine department.
   3. Plan workshops (1 day/2 days) every quarter in each zone
   4. Plan peer-to-peer training for selected orthopedics
      
      
      
      1. Select proctor and plan for training on live cases.
      2. Arrange for travel to the location.
      
      
      
      
   5. Share reading materials and marketing collaterals for enhanced knowledge sharing.
   6. Participate in Orthopedic conferences to demonstrate our product portfolio and networking.
   
   
   
   

1. Product Complaints -
   
   
   
   1. Liaison with Sales Team to understand the nature of product complaint.
   2. Raise complaint and send details to PIQ team for evaluation.
   3. Once acknowledged, collaborate with global team to request for repairing of faulty units and asking for a loaner unit.
   4. Team up with Supply Chain management team to get the faulty unit picked up and sent for repair and get loaner unit to India.
   5. Follow up on repair status and get the unit back in India.
   6. Send back loaner unit to US warehouse.
   
   
   
   

1. Train sales personnel on product features and clinical data
   
   
   
   1. Product features - Coolief*, Game Ready & Med4Elite
   2. Pre-work Anatomy
   3. Customer Segmentation
   4. Marketing initiatives for customers
   
   
   
   

1. Stock Management & Forecasting -
   
   
   
   1. Collaborate with Sales Team on understanding their requirement of stocks every quarter.
   2. Prepare Rolling forecast with National Business Head
   3. Share Rolling forecast with Supply Chain Head in India
   4. Monitor and check availability of STOs placed.
   5. Collaborate on fulfilling sample requests raised by Sales Teams
   
   
   
   

1. Conference Participation
   
   
   
   1. Prepare list of all important Pain Management conferences that Avanos must participate for brand and product awareness in collaboration with Sales Team
   2. Connect with conference authorities for participation, discussing receivables against sponsorship.
   3. Arrange and prepare list of documents and share email with National Business Head for approval on sponsorship costs.
   4. Share required data with Finance and MDM team for vendor registration / update details where necessary.
   5. Follow up on payment processing.
   6. Arrange for stall fabrication through vendors, product demo, marketing collaterals to be put on display and sharing.
   
   
   
   

1. Create marketing campaigns for product awareness - through KOL, hospital and channel management.
   
   
   
   1. Through media & press stories - associate with media journalists, public relations agencies/stringers to help publish successful patient case studies and product stories in print and digital media.
   2. Through Patient Awareness Camps - Identify doctors, hospitals, non-profit organizations, and patient groups to conduct patient awareness programs on pain pathway and screening for pain symptoms.
   3. CMEs, Hub & Spoke model workshops.
   
   
   
   

1. Develop marketing collaterals as deemed appropriate by Sales Team for usage - brochures, standees, patient education materials using content available of Showpad.

1. Liaison with and manage vendors:
   
   
   
   1. Coordinate with vendor for content sharing with customers.
   2. Design & print of marketing collaterals, stationery for training programs.
   
   
   
   

1. Travel to personally connect with KOLs on marketing activities, training programs.

Product Specialist