BD (Becton, Dickinson and Company) Area Sales Manager in Gurgaon, India

Job Description Summary

Job Description

JOB DESCRIPTION: Area Sales Manager

Position Title

Area Sales Manager

Department

PAS

Location

Lucknow

Reports to

Branch Manager

Qualification

Graduate (technical / scientific – preferable), MBA – Marketing (Optional)

Experience

3 - 5 years preferable

Position Summary

  • The purpose of this position is to generate awareness and affect targeted sales through appropriate distribution models and various market interventions

  • Simultaneously to build up the Company and product image in the concerned market segment in line with the company’s strategic requirements

  • Actively scan environment for new opportunities, suggest action steps to capitalize on opportunities, effectively implement steps to ensure realization of opportunities; to continuously strive for achievement of stretch targets

Principal Responsibilities (Accountability)

Planning & Organizing

  • The position is responsible for identifying business opportunities in existing and new markets - with better realization and revenue scope

  • Able to set territorial sales targets commensurate with market opportunity and the strategic direction of the business

  • The incumbent must be able to systematically plan the phasing of sale (keeping in mind considerations like – sales / month, target segment, what products to push and when, plan for new products, technologically advanced products etc.)

Take steps to positively affect results

  • Ability to suggest and plan marketing interventions - must be able to create a case / need for the intervention and track the output once the intervention has been conducted

  • Must be able to manage the distribution channel and sales network – including identifying, developing and monitoring performance of the distributors

  • Proactively manage - distributor inventory, sales orders, sales forecast, stock indent etc

  • Provide inputs and help establish effective sales forecasting system for each product line thorough S&OP process; draw up implementation and action plans and monitor progress of initiatives taken / actions deployed

  • Participate & support awareness activities / campaigns (e.g. Train the trainer, in-service workshops, user training etc) marketing organizations

  • Ability to take on additional responsibilities / projects on a need basis

Reporting

  • Ensure timely reporting of sales figures, target achievement and other related MIS (e.g. inventory sales orders, customer database, travel plans etc)

  • Constantly review current business performance and other metrics; report deviations / discrepancies to Branch Manager / GM – PAS

  • Strict tab on the pricing of BD product range quoted by various distributors and these to be in line with the BD pricing strategy

  • Monitor adherence to commercial guidelines and reporting guidelines as prescribed by the company – report discrepancies if any to relevant authority

  • Continuously track competitor activity and actively scan the industry environment for developing trends and practices

  • Responsible for tracking of customer feedback on product quality and escalating product issues to appropriate authority within the organization

Liase

  • Liase internally (e.g. with supply chain) to get the required resources and optimize their utilization in order to ensure that the organization meets all its set targets

  • Liase externally and build relevant and productive relationships in the market (E.g.: Instrument company liaison etc)

Learning and applying

  • Incumbent must be open to learning – both clinical and commercial

Unique Knowledge & Skills

  • Presentation and negotiation skills

  • Clinical understanding

  • Analytical problem solving

  • Product knowledge

  • Clinical skills

  • Relationship skills

  • Interpersonal skills

BD SUCCESS FACTORS

  • Stretch / Result orientation

  • Customer focus

  • Action orientation

  • Ethical fitness

  • Building team spirit

Contacts (Internal & External)

Internal

  • General manager – PAS

  • Branch manager

  • Clinical Marketing Manager

  • Product Manager

  • Other members of team – PAS & other businesses

  • Supply chain manager & partner

  • HR partner

  • Outsourced sales / training resources

External

  • Customers (existing /.potential)

  • Distributors

  • Purchase personnel

Critical Challenges

To create a long lasting relationship with the customers through proper market coverage and product availability. This will involve better planning, sharing of information and improving the distributor management.

Problem Solving & Decision Making

All issues related to sales within the region within the ambit of the company’s rules and policies

Reviewed BY

Approved BY

Updated On

April 2014

Primary Work Location

IND Gurgaon - Signature Towers B

Additional Locations

Work Shift

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.