Job Description

Summary JOB DESCRIPTION: Area Sales Manager - Hospital SalesPosition Title Area Sales Manager - Hospital Sales
Department MPS Location
Reports to Branch Manager - Hospital Sales
Qualification Graduate , MBA - Marketing (preferred)
Experience 2-3 years in Hospital channel of Pharma / Medical Company / MBA post MT ProgramPosition SummaryThe 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.Principal Responsibilities\xef\x83\xbc Cover institution and customers (doctors, nurses, paramedics, retailers & distributors) as defined
\xef\x83\xbc Promote product range as peer norms.
\xef\x83\xbc Build and maintain relationships with all customers through an effective contact program with users, influencers and procurement agents
\xef\x83\xbc Handle all customer complaints satisfactorily.
\xef\x83\xbc 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.
\xef\x83\xbc Ensure that orders generated from institutions are supplied on time and in full (quantity & range).
\xef\x83\xbc Identify market opportunities and communicate it to Sales Manager - Hospital Sales and the concerned Marketing Manager
\xef\x83\xbc Organize, conduct in service workshops and train users on BD products.
\xef\x83\xbc Manage distributors / retailers on aspects of stock planning, claim settlement and pricing
\xef\x83\xbc Ensure that collections are made as per agreed norms from institutions where BD makes direct supplies.
\xef\x83\xbc Coordinate on a regular basis with other Medical System members on information sharing and communicating the same to relevant members in BD.
\xef\x83\xbc 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.\xef\x83\xbc Grow sales in area of influence by selecting and developing approved new accounts. Broadening the product range/volume in the existing customer base.
\xef\x83\xbc Achieve targets as agreed with the Regional Sales Manager.
\xef\x83\xbc Maintain MIS in the agreed formats for
\xef\x83\x98 Customer Profiling / Prospecting
\xef\x83\x98 Must Call list updation / field reporting
\xef\x83\x98 Secondary sales statement and monitoringUnique Knowledge & Skills\xef\x83\xbc Persuasive Communication Skills
\xef\x83\xbc Presentation and negotiation Skills
\xef\x83\xbc Analytical Problem Solving
\xef\x83\xbc Product Knowledge
BD SUCCESS FACTORS
\xef\x83\xbc Customer Orientation
\xef\x83\xbc Result OrientationContacts (Internal & External)Internal
\xef\x83\xbc Branch Managers
\xef\x83\xbc Regional Sales Manager
\xef\x83\xbc ASM - Distributor Sales
\xef\x83\xbc Regional Commercial Manager / Executive
\xef\x83\xbc Product Specialists - DHC
\xef\x83\xbc Marketing / Product Manager - Medical Systems
\xef\x83\xbc Other Business Associates
External
\xef\x83\xbc Doctors, Nurses, Paramedics
\xef\x83\xbc Purchase Officers
\xef\x83\xbc Retailers, Distributors, Hospital Suppliers
\xef\x83\xbc Infection Control SpecialistsCritical ChallengesThe 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 MakingAll issues related to Institutional sales within the ambit of the Companys rules and policies.Reviewed BY
Approved BY
Updated On Oct 2016JOB DESCRIPTION: Area Sales Manager - Hospital SalesPosition TitleArea Sales Manager - Hospital SalesDepartmentMPSLocationReports toBranch Manager - Hospital SalesQualificationGraduate , MBA - Marketing (preferred)Experience2-3 years in Hospital channel of Pharma / Medical Company / MBA post MT ProgramPosition SummaryThe main purpose of this position is to grow the business in all key accounts under coverage bycreating demand for the medical products through personal contacts with key users, influencers and through education.Principal Responsibilities

• Cover institution and customers (doctors, nurses, paramedics, retailers & distributors) as defined
• Promote product range as peer norms.
• Build and maintain relationships with all customers through an effective contact program with users, influencers and procurement agents
• Handle all customer complaints satisfactorily.
• 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.
• Ensure that orders generated from institutions are supplied on time and in full (quantity & range).
• Identify market opportunities and communicate it to Sales Manager - Hospital Sales and the concerned Marketing Manager
• Organize, conduct in service workshops and train users on BD products.
• Manage distributors / retailers on aspects of stock planning, claim settlement and pricing
• Ensure that collections are made as per agreed norms from institutions where BD makes direct supplies.
• Coordinate on a regular basis with other Medical System members on information sharing and communicating the same to relevant members in BD.
• 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.

• Grow sales in area of influence by selecting and developing approved new accounts. Broadening the product range/volume in the existing customer base.
• Achieve targets as agreed with the Regional Sales Manager.
• Maintain MIS in the agreed formats for

• Customer Profiling / Prospecting
• Must Call list updation / field reporting
• Secondary sales statement and monitoring

Unique Knowledge & Skills

• Persuasive Communication Skills
• Presentation and negotiation Skills
• Analytical Problem Solving
• Product Knowledge

BD SUCCESS FACTORS

• Customer Orientation
• Result Orientation

Contacts (Internal & External)Internal

• Branch Managers
• Regional Sales Manager
• ASM - Distributor Sales
• Regional Commercial Manager / Executive
• Product Specialists - DHC
• Marketing / Product Manager - Medical Systems
• Other Business Associates

External

• Doctors, Nurses, Paramedics
• Purchase Officers
• Retailers, Distributors, Hospital Suppliers
• Infection Control Specialists

Critical ChallengesThe 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 MakingAll issues related to Institutional sales within the ambit of the Companys rules and policies.Reviewed BYApproved BYUpdated OnOct 2016Primary Work Location IND Gurgaon - Signature Towers BAdditional LocationsWork Shift

BD