BD (Becton, Dickinson and Company) Sales Executive in Kolkata, India

Job Description Summary

To build BD Medical business within his/her assigned markets by driving primary

and secondary sales through distributors.

Primary Sales:

o Setting up the distributor network in area under coverage

o Appointing, supervising and managing distributor related activities.

o Generation of Primary sales and supervising, aiding and tracking

secondary sales.

o Execution of primary sales and sales collection.

Secondary Sales:

o Development of alternative distribution channels to reach retail:

Nursing home, Path Labs and General Practitioner and Chemists

  • Wholesale channel.

  • Direct delivery to retail: own DSR / delivery

  • 3rd party entrepreneurs like Suppliers

Account conversions:

o With direct working in the accounts (Hospitals/ NH/ Labs/ Institutes)

and generate demand through end user work. (driving In-Service programs)

Job Description

Principal Accountabilities

Distributor Mgmt

  • Profile efficient distributors in the coverage territory and recommend

appointment / termination of the same to the Regional Sales Manager/

Branch Manager as per business requirement.

  • Managing distributor inventory / sales orders

  • Achieve mutually agreed primary sales target, product wise, on weekly

  • Growth of the sales through geographical expansion after assessing the potential of the new area and the viability of appointing a distributor.

  • Implement the price list at each level of the customer segment and ensure price stability.

  • Ensure that orders generated from customers are supplied on time and in full (quantity & range).

  • Grow sales in the area of influence by selecting and developing approved new accounts. Broadening the product range / volume in the existing customer base.

  • Maintaining optimum level of RDS inventory.

  • Timely submission of Claims, check and verify the claims and ensure the proper utilization of promotional materials

  • Ensure the timely submission of Stocks and Sales statement along with sales summary on monthly basis

Secondary sales mgmt

  • 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.

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.

  • Coordinate on a regular basis with other Medical System members and supply chain function on information sharing and communicating the same to relevant members in BD.

  • 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.

End user work

  • Handle all customer complaints satisfactorily.

  • Organize, conduct in-service workshops and train users on BD products.

Market understanding

  • Provide feedback on the effectiveness of the existing trade scheme and give recommendation for the most appropriate scheme.

  • Develop understanding of how trade operates and acquire skills to deal

with them.

  • Gather market information on competitor activities, trends & practices and communicate them in a timely manner to National Sales Manager and the concerned Marketing Managers. * Identify market opportunities and communicate it to Regional Sales Manager and the concerned Marketing Manager.

Critical Challenges

The 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.

Primary Work Location

IND Kolkata - Naya Patty Pachimpara

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.