Job Description Summary
Job Description
Position Title: Sr. Area Sales Manager - Hospital Sales
Department: MDS
Location: Bangalore
Reports to: Branch Manager Hospital Sales
Position Summary
The primary goal of this role is to expand business in all key accounts by generating demand for medical products through direct engagement with key users, influencers, and educational initiatives.
Principal Responsibilities
- Customer Coverage: Engage with institutions and customers (doctors, nurses, paramedics, retailers, and distributors) as defined.
- Geographical Coverage - Bangalore, Mysore and some part of Karnataka
- Product Promotion: Promote the product range according to established norms.
- Relationship Building: Maintain strong relationships with all customers through effective contact programs with users, influencers, and procurement agents.
- Complaint Handling: Address all customer complaints satisfactorily.
- Market Intelligence: Collect and communicate market information on competitor activities, trends, and practices to the Sales Manager Hospital Sales and relevant Marketing Managers.
- Order Fulfillment: Ensure timely and complete supply of orders generated from institutions.
- Opportunity Identification: Identify market opportunities and communicate them to the Sales Manager Hospital Sales and the relevant Marketing Manager.
- Training: Organize and conduct in-service workshops and train users on BD products.
- Distributor Management: Manage distributors/retailers regarding stock planning, claim settlement, and pricing.
- Collections: Ensure collections are made as per agreed norms from institutions where BD makes direct supplies.
- Coordination: Regularly coordinate with other Medical System members for information sharing and communication.
- Tender Management: Identify tender/rate contract opportunities and ensure timely communication and submission to the Sales Manager Hospital Sales.
- Sales Growth: Expand sales by developing new approved accounts and broadening the product range/volume in the existing customer base.
- Target Achievement: Meet targets as agreed with the Regional Sales Manager.
- MIS Maintenance: Maintain MIS in the agreed formats for:
- Customer Profiling / Prospecting
- Must Call list updating / field reporting
- Secondary sales statement and monitoring
Unique Knowledge & Skills
- Persuasive Communication Skills
- Presentation and Negotiation Skills
- Analytical Problem Solving
- Product Knowledge
- Solution Selling Approach
Contacts (Internal & External)
Internal
- Branch Managers
- Regional Sales Manager
- ASM Distributor Sales
- Regional Commercial Manager / Executive
- Product Specialists MDS
- Marketing / Product Manager Medical Systems
- Other Business Associates
External
- Doctors, Nurses, Paramedics
- Purchase Officers
- Retailers, Distributors, Hospital Suppliers
- Infection Control Specialists
- C-Suite / KDMs of the hospitals
Critical Challenges
The key challenge is to project BD as an organization promoting best medical practices through education and to retain and grow key accounts.
Problem Solving & Decision Making
Handle all issues related to institutional sales within the company's rules and policies.
Primary Work Location
IND Bengaluru - Cornich Al-Latheef
Additional Locations
Work Shift
