BD (Becton, Dickinson and Company) Sr. Area Sales Manager, Hospital Sales in Bangalore, India
Job Description Summary
Sr. Area Sales Manager: :
To grow the business in all key accounts under coverage by creating demand for the medical products through personal contacts with key users, influencers and through education, majorly involving solution selling approach.
Position Title: Sr. Area Sales Manager - Hospital Sales
Reports to Branch Manager – Hospital Sales
The main purpose of this position is to grow the business in all key accounts under coverage by creating demand for the medical products through personal contacts with key users, influencers and through education.
ü Cover institution and customers (doctors, nurses, paramedics, retailers & distributors) as defined
ü Promote product range as peer norms.
ü Build and maintain relationships with all customers through an effective contact 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 Sales Manager – Hospital 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 it to Sales Manager – Hospital Sales and the concerned Marketing Manager
ü Organize, conduct in service workshops and train users on BD 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 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.
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
Solution selling approach
Contacts (Internal & External)
ü Branch Managers
ü Regional Sales Manager
ü ASM – Distributor Sales
ü Regional Commercial Manager / Executive
ü Product Specialists – MDS
ü Marketing / Product Manager – Medical Systems
ü Other Business Associates
Doctors, Nurses, Paramedics
Retailers, Distributors, Hospital Suppliers
Infection Control Specialists
C-Suite / KDMs of the hospitals
The key challenges 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 within the ambit of the Company’s rules and policies.
Primary Work Location
IND Bangalore - Cornich Al-Latheef
BD is a leading global medical technology company that creates medical technology, devices and laboratory equipment for a variety of needs across the healthcare continuum. At BD, we are looking for candidates who possess passion, innovative solutions and a commitment to our one mission of improving access to groundbreaking medical and biotechnology services for people near and far, delivering state-of-the-art technology and cutting-edge research in the battle to fight and cure infectious diseases. With a global reach that extends across 50 countries worldwide, our network of professionals collaborates on effective measures to deliver enhanced patient quality such as lower health care delivery costs, improved health care and safety, and expanded health care for all. Join our company and see how you can become a part of one global mission to make a difference in human health.