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Job Function

MedTech Sales

Job Sub Function

Clinical Sales – Surgeons (Commission)

Job Category

Professional

All Job Posting Locations:

Bangalore, Karnataka, India

Job Description

Position: District Account Manager - Joints

Location - Karimnagar

Division: Orthopedics / Joint Reconstruction

Reporting To: Regional Sales Manager / Area Business Manager

Position Summary

The District Account Manager (DAM) - Joints is responsible for driving sales growth, market development, and customer engagement for the Joint Reconstruction portfolio within the assigned territory. The role focuses on building strong relationships with orthopedic surgeons, key accounts, hospital management, procurement teams, and channel partners to achieve business objectives while ensuring superior customer experience and clinical support.

Key Responsibilities

Business Management

• Achieve quarterly and annual sales targets for the Joints portfolio.
• Develop and execute territory business plans to maximize market share and revenue growth.
• Identify new business opportunities in government, corporate, and private healthcare institutions.
• Drive procedure growth through focused account development strategies.
  
  

Account Management

• Develop and manage relationships with key orthopedic surgeons, HODs, OT staff, purchase teams, and hospital administrators.
• Create account-specific growth plans for high-potential hospitals.
• Monitor account performance, competitor activities, and market dynamics.
• Ensure effective contract execution and tender participation where applicable.
  
  

Clinical & Surgeon Engagement

• Support surgeons during product evaluations and case conversions.
• Coordinate clinical workshops, cadaveric programs, and CME activities.
• Work closely with medical education teams to facilitate surgeon training programs.
• Maintain deep understanding of hip, knee, revision, and associated joint reconstruction solutions.
  
  

Product & Market Development

• Launch new products and technologies within the territory.
• Collect market intelligence regarding competitor products, pricing, and customer feedback.
• Identify adoption barriers and develop solutions to improve utilization.
  
  

Operational Excellence

• Ensure product availability through efficient inventory planning.
• Maintain CRM updates, sales forecasting, and pipeline management.
• Prepare monthly business reviews and territory performance reports.
• Ensure compliance with company policies and industry regulations.
  
  

Cross-Functional Collaboration

• Work closely with Marketing, Supply Chain, Medical Education, Customer Service, and Finance teams.
• Collaborate with distributors and channel partners to drive business growth.
• Support regional strategy execution and share best practices across the team.
  
  

Key Performance Indicators (KPIs)

• Sales Achievement (% vs Target)
• Market Share Growth
• Procedure Volume Growth
• New Account Acquisition
• Key Account Development
• Product Mix Improvement
• Forecast Accuracy
• CRM Compliance
• Surgeon Engagement Metrics
• Inventory and Consignment Management
  
  

Qualifications

• Bachelor's Degree in Life Sciences, Engineering, Pharmacy, or related field.
• MBA preferred.
• Minimum 5-8 years of medical device sales experience.
• At least 3 years of experience in Orthopedics, Joint Reconstruction, Trauma, or Sports Medicine preferred.
  
  

Competencies

Technical Competencies

• Joint Reconstruction product knowledge
• Surgical workflow understanding
• Account management
• Tender and procurement processes
• Sales analytics and forecasting
  
  

Behavioral Competencies

• Strategic thinking
• Influencing and negotiation skills
• Customer-centric approach
• Business acumen
• Problem solving
• Stakeholder management
• Execution excellence
  
  

Preferred Experience

• Experience handling major orthopedic accounts.
• Established relationships with orthopedic surgeons and key hospitals.
• Proven track record of delivering consistent growth in the orthopedic implant segment.
• Experience working with premium implant technologies and value-based selling.
  
  

Required Skills

Preferred Skills:

Account Management, Business Behavior, Collaboration, Cultural Competence, Customer Analytics, Customer Centricity, Execution Focus, Healthcare Trends, Issue Escalation, Market Knowledge, Market Research, Medical Technology, Sales, Sales Support, Solutions Selling, Sustainable Procurement, Vendor Selection