Area Sales Manager

Job Description

Job Description SummaryPosition TitletArea Sales Manager DepartmenttNTtLocation - Anand, Gujarat (covering Bharuch, Godhra, Dahod & Nadiad)tand its nearby peripheries.Reports totBranch ManagerQualificationtGraduate preferable with Science / Pharma / MBAExperiencet8 years (Optional - with the minimum of 3 years people management experience. ) in Critical Care segment or Medical Devices Job DescriptionPosition SummaryClinical ConversionsAchieve primary and secondary sales targets and grow the business in Hospitals/ Nursing Homes/ Pathlabs / Chemist outlets under coverage by creating demand for the BD products through personal contacts with key users, influencers and through education.

• Maintain primary and secondary sales targets
• Build strong distribution channel of stockiest and sub stockiest
• Drive In-Service programs/ Ward workshops etc.
• Build & nurture KOL relationships

Principal ResponsibilitiesSecondary sales Management

• To cover end customers and trade as defined and to build / maintain long term relationship.
• Generate and grow secondary sales from Nursing Homes, Path Labs & General Practitioners and liquidation of stocks in the distribution chain of wholesalers and suppliers.
• Grow sales in the area of influence by selecting and developing approved new accounts. Broadening the product range / volume in the existing customer base.

End User work:

• Cover institution and customers (doctors, nurses, paramedics.) as defined.
• Promote product range as per norms defined.
• Build and maintain relationships with all customers through an effective contact program with users, influencers and procurement agents.
• Organize, conduct in-service workshops and train users on BD products.
• Handle all customer complaints satisfactorily.
• Work in an account extensively (covering various departments) to ensure usage of new products introduced.

Distributor Management:To build BD business within his / her assigned markets by:

• Closely working the Channel Partners
• Timely sales collection.
• Development of sales in the retail channel viz. Nursing home, Path Labs and General Practitioners.
• Ensure that orders generated from customers are supplied on time and in full (quantity & range).

Process adherence

• Maintaining and updating MIS in the agreed formats for the following: Customer profiling, Must Call List, conversion status evaluation, Stock & Sale statement, Town wise sales data, Product wise / town wise sales achievement & trends, activity details.
• Manage trade schemes in the most cost effective manner and claim settlement within the specified time frame.
• Adhere to the company norms of field work and reporting.
• Ensure proper forecasting of product is provided to Regional Sales Manager within the agreed time frame and continuously follow up on availability of products with him / her and the Supply Chain function.

People Management

• Train, guide, coach and develop SO s on daily filed work plans and sales generation.

Unique Skills & Knowledge

• Commercial/ Financial (ROI specifically) acumen
• Distributor / Distribution Management
• Ability to handle stress
• Negotiation skills
• Relationship skills
• Interpersonal skills
• One to many communication ( resulting in good ISP s)
• Objection handling techniques
• Key account mapping
• Presentation and negotiation skills
• Clinical understanding
• Analytical problem solving
• Product knowledge
• Clinical skills

BD SUCCESS FACTORS

• Stretch / Result orientation
• Analytical Problem solving
• Decisiveness
• Customer focus
• Action orientation
• Ethical fitness
• Building team spirit

Contacts (Internal & External)Internal

• Product Coordinator / Specialists
• Area sales manager / Sales executive
• ASM/BM- MSS Distributor Sales
• ASM/ BM MSS Hospital sales, PAS, DC, BDB & BDD
• Regional Commercial Manager
• Regional Sales Manager

External

• General Practitioners, Nurses
• Purchase Officers
• Chemists, Wholesalers,
• Channel Partners / Distributors

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Keyskills :
salesmarketingtargetretailbusiness developmentfield worksupply chaincritical carenursing homesregional saleshospital salescost effective