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Area Sales Manager

3.00 to 5.00 Years   Mumbai City   27 Dec, 2019
Becton Dickinson
Job LocationMumbai City
EducationNot Mentioned
SalaryNot Disclosed
IndustryMedical / Healthcare
Functional AreaMarketing / Communication
EmploymentTypeFull-time

Job Description

Job Description SummaryPosition Title Area Sales Manager Department NT Location - Jabalpur ( covering Katni,Satna,Rewa and parts of Mahakoushal) Reports to Branch ManagerQualification Graduate preferable with Science / Pharma / MBAExperience 8 years (Optional - with the minimum of 3 years people management experience. ) 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
Critical ChallengesThe key challenges in this position is identification of potential territories / customers, conversion of customers, Distributor Management, expansion of sales, sales forecasting and price implementation in the allocated territory.Alongside this the incumbent also needs to create a long lasting relationship with the customers through proper market coverage and product availability. He/ she needs to position BD amongst our institutional customers as an organization promoting best medical practices in terms of education.Problem Solving & Decision MakingAll issues related to Distributors and Institutional sales within the ambit of the Company s rules and policies.Primary Work LocationIND Mumbai - Chandivali Farm Road Additional LocationsWork Shift,

Keyskills :
salesmarketing business developmentarea sales supply chainsecondary sales sales forecastingsales achievement

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