BD (Becton, Dickinson and Company) Area Sales Manager in Mumbai, India
Job Description Summary
Position Title Area Sales Manager
Department NT Location - Anand ( covering Bharuch, Godhra & Nadiad)
Reports to Branch Manager
Qualification Graduate preferable with Science / Pharma / MBA
Experience 8 years (Optional - with the minimum of 3 years people management experience. )
Achieve primary and secondary sales targets and grow the business in Hospitals/ Nursing Homes/ Pathlabs / Chemist outlets under coverage by creating demand for the BD products through personal contacts with key users, influencers and through education.
Maintain primary and secondary sales targets
Build strong distribution channel of stockiest and sub stockiest
Drive In-Service programs/ Ward workshops etc.
Build & nurture KOL relationships
Secondary sales Management
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.
Grow sales in the area of influence by selecting and developing approved new accounts. Broadening the product range / volume in the existing customer base.
End User work:
Cover institution and customers (doctors, nurses, paramedics.) as defined.
Promote product range as per norms defined.
Build and maintain relationships with all customers through an effective contact program with users, influencers and procurement agents.
Organize, conduct in-service workshops and train users on BD products.
Handle all customer complaints satisfactorily.
Work in an account extensively (covering various departments) to ensure usage of new products introduced.
To build BD business within his / her assigned markets by:
Closely working the Channel Partners
Timely sales collection.
Development of sales in the retail channel viz. Nursing home, Path Labs and General Practitioners.
Ensure that orders generated from customers are supplied on time and in full (quantity & range).
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.
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.
- Train, guide, coach and develop SO’s on daily filed work plans and sales generation.
Unique Skills & Knowledge
Commercial/ Financial (ROI specifically) acumen
Distributor / Distribution Management
Ability to handle stress
One to many communication ( resulting in good ISP’s)
Objection handling techniques
Key account mapping
Presentation and negotiation skills
Analytical problem solving
BD SUCCESS FACTORS
Stretch / Result orientation
Analytical Problem solving
Building team spirit
Contacts (Internal & External)
Product Coordinator / Specialists
Area sales manager / Sales executive
ASM/BM- MSS Distributor Sales
ASM/ BM –MSS Hospital sales, PAS, DC, BDB & BDD
Regional Commercial Manager
Regional Sales Manager
General Practitioners, Nurses
Channel Partners / Distributors
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.
Alongside this the incumbent also needs to create a long lasting relationship with the customers through proper market coverage and product availability. He/ she needs to position BD amongst our institutional customers as an organization promoting best medical practices in terms of education.
Problem Solving & Decision Making
All issues related to Distributors and Institutional sales within the ambit of the Company’s rules and policies.
Primary Work Location
IND Mumbai - Chandivali Farm Road
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.