Job Description Summary

Position Title: Area Sales Manager

Department – SM Division

Location: Chennai

Reports to Regional Manager

Position Summary

The main purpose of this position is to grow the business in all key accounts (Hospitals and Labs) under coverage by creating demand for the IDS SM Biz product through personal contacts with key users, influencers, and through education.

Job Description

Position Title: Area Sales Manager

Department – SM Division

Location: Chennai

Reports to Regional Manager

Position Summary

The main purpose of this position is to grow the business in all key accounts (Hospitals and Labs) under coverage by creating demand for the IDS SM Biz product through personal contacts with key users, influencers, and through education.

Principal Responsibilities

ü Cover institution and customers (doctors, Phlebos, nurses, paramedics, retailers & distributors) as defined
ü Promote product range as per norms.
ü Build and maintain relationships with all customers through an effective solution selling program with users, influencers and procurement agents
ü Handle all customer complaints satisfactorily.
ü Gather market information on competitor activities, trends & practices and communicate them in a timely manner to the Manager – Hospital & Lab Sales and the concerned Marketing managers.
ü Ensure that orders generated from institutions are supplied on time and in full (quantity & range).
ü Identify market opportunities and communicate them to Manager – Hospital & lab Sales and the concerned Marketing Manager
ü Organize, conduct in-service workshops and train users on BD IDS SM Biz products.
ü Manage distributors / retailers on aspects of stock planning, claim settlement and pricing
ü Ensure that collections are made as per agreed norms from institutions where BD makes direct supplies.
ü Coordinate on a regular basis with other Medical System members on information sharing and communicating the same to relevant members in BD.
ü Identify tender/rate contract opportunities on institutions under coverage and ensure timely communication to sales manager- Hospital & Lab Sales and make submissions or same in a timely and proper manner.
ü Grow sales in area of influence by selecting and developing approved new accounts. Broadening the product range/volume in the existing customer base.
ü Achieve targets as agreed with the Regional Sales Manager / sales organization
ü Maintain MIS in the agreed formats for
Ø Customer Profiling / Prospecting
Ø Must Call list updating / field reporting
Ø 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
ü Branch Managers
ü Regional Sales Manager and sales organization
ü Regional Commercial Manager / Executive
ü Marketing / Product Manager – Medical Systems

Ü Medical Affairs

Ü Key Account Manager
ü Other Business Associates

External

• Doctors, Nurses, Paramedics,  
• Purchase Officers
• Retailers, Distributors, Hospital & Lab Suppliers
• C-Suite / KDMs of the hospitals

Critical Challenges

The key challenge in this position is to project BD or create an image of BD, as an organization promoting best medical practices in terms of education and retaining / growing key accounts.

Problem Solving & Decision Making

All issues related to Institutional sales are within the ambit of the Company’s rules and policies.

Management Level

JG 3 (P2/P3/M1)

Primary Work Location

IND Chennai - Bharati Vilas

Additional Locations

Work Shift