The primary objective of the Zonal Sales Manager ZSM (Capital Equipment) is to ensure achievement of sales objectives by providing excellent service and advice to current customers within an assigned geographic area, whilst also leveraging new and existing business with the aim of growing market share. Additionally, this role acts as a mentor for new Sales Colleagues and Clinical Support Representatives within a designated geographic area. Case support coordination, conversion of new business opportunities and some business analysis are required in this role.

The role is intended to provide a development pathway for experienced and successful Sales Personnel moving toward a career in sales management.

This responsibility involves a significant amount of time spent within strategic key accounts tertiary care hospitals – Corporate, Stand alone and Government institutes and the incumbent must demonstrate an understanding of B2B and B2G environment. The ZSM is responsible for supporting current business and to actively grow the business by gaining new accounts and increasing Market Share.

This responsibility involves a significant amount of time spent both enhancing current business and development of future business opportunities.

The ZSM (Capital Equipment) should possess a strong working knowledge of Zimmer and competitor products. As a pivotal role within the organization, the ZSM acts as a liaison point between the customer and the various internal departments (eg. Marketing, Finance, Operations) whose work impacts or is impacted by field activity.

As a conduit of information to and from the field, ZSM must also facilitate the flow of information regarding changes in the industry, customer environments, or competitor activity to others within the larger Zimmer organization.

• Drive sales of Capital Surgical Equipment to hospitals, healthcare institutions, and corporate healthcare groups.
• Develop and manage relationships with key decision-makers, including hospital administrators, procurement teams, biomedical engineers, surgeons, and healthcare professionals.
• Identify new business opportunities and expand the customer base.
• Manage the complete tender lifecycle, including identifying opportunities, preparing documentation, coordinating submissions, participating in bidding processes, and ensuring compliance.
• Handle institutional sales with government hospitals, private hospital chains, medical colleges, defence institutions, and other healthcare organizations.
• Achieve assigned sales targets and revenue objectives.
• Prepare and deliver product presentations, demonstrations, and commercial proposals.
• Coordinate with internal teams for order processing, installation, training, and after-sales support.
• Monitor competitor activities, market trends, pricing, and customer requirements to develop effective sales strategies.
• Maintain accurate sales forecasts, customer records, and pipeline reports using CRM tools.
• Ensure timely collections and maintain healthy customer relationships.

Principal Responsibilities & Duties

Support and Review Current Business (40%)

• Actively contact current and potential customers and attend to resulting customer requests.
• Conduct in-servicing and workshops on products.
• Maintain good relationships with key accounts & seek to continue leverage of existing business relationships.

Targeting and Conversion of Business (50%)

• Establish relationships with key decision makers at national level
• Present proposal to decision makers and executive presence to represent Zimmer to CXO level in hospitals
• Responsible for the preparation of quotations for sales query as well as documentation for submission of tenders. To engage in the negotiation of prices in line with the guidelines from management.

Management Reporting (5%)

• Completion of reports as required by Business unit director including monthly reports & expenses.
• Prepare ad-hoc reports on an as-required basis.

Technical Learning and Skill Development (5%)

• Attendance at relevant workshops and, where required, completion of learning assessment exercises.
• Study relevant clinical articles & data to build knowledge base and provide relevant advice to customers & staff.

This is not an exhaustive list of duties or functions and may not necessarily comprise all of the "essential functions" for purposes of the ADA.

Expected Behaviour

The incumbent will be required to demonstrate behavior in accordance with Zimmer Biomet’s Guiding Principles, as listed below;

We respect you for your individual contributions and your diverse perspectives. We support your professional growth and provide you with opportunities to share in the company's success.

Commit to the highest standards of patient safety, quality and integrity.

• We commit to the highest standards of patient safety and quality in our products and services and to be recognized for world-class integrity and ethical business practices.

Focus our resources in areas where we will make a difference.

• We focus our resources in areas where we will make the greatest impact for our customers and patients through our collective knowledge of the disease state or market, established infrastructure, relevant engineering expertise and skillsets.

Ensure the company's return is equivalent to the value we provide our customers and patients.

• We innovate to provide value through effective and efficient solutions for customers and improved outcomes for patients to ensure the company's return is equivalent to the value we provide our customers and patients.

Give back to our communities and people in need.

• We partner with communities where we live and work and support causes and programs that forward our mission for people in need.

Education/Experience Requirements

The successful candidate must possess the following:

• Qualifications in Business, Commerce, Marketing or Paramedical discipline.
• Qualifications in nursing/pharma/ science or a related discipline or compensating work experience.

The candidate must have the following level of experience in, or knowledge of:

• Previous experience in capital equipment sales – Neurology, Capital, Equipment
• Demonstrated sales abilities & a track record of successful selling directly to corporate tertiary care hospital, stand alone tertiary care and tertiary care government institutes

Expected Areas of Competence

• Working level of proficiency in English
• B2B and B2G Direct sales
• Product/Technical Knowledge
• Commercial Acumen
• Result Orientation
• Inter-personal and communication skills
• Tenacity

Travel Expectations

60% of the time