**Job Description Summary**
Clinical Conversions
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
**Job Description**
**JOB DESCRIPTION: Area Sales Manager**
**Position Title**
Area Sales Manager
**Department**
NT
**Location**
**Reports to**
Branch Manager
**Qualification**
Graduate preferable with Science / Pharma / MBA
**Experience**
8 years with the minimum of 3 years people management experience.
**Position Summary**
**Clinical Conversions**
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
**Principal Responsibilities**
**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.
**Distributor Management:**
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).
**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.
+ 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.
**People Management**
+ 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
+ Negotiation skills
+ Relationship skills
+ Interpersonal skills
+ One to many communication ( resulting in good ISP’s)
+ Objection handling techniques
+ Key account mapping
+ Presentation and negotiation skills
+ Clinical understanding
+ Analytical problem solving
+ Product knowledge
+ Clinical skills
**BD SUCCESS FACTORS**
+ Stretch / Result orientation
+ Analytical Problem solving
+ Decisiveness
+ Customer focus
+ Action orientation
+ Ethical fitness
+ Building team spirit
**Contacts (Internal & External)**
**Internal**
+ 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
**External**
+ General Practitioners, Nurses
+ Purchase Officers
+ Chemists, Wholesalers,
+ Channel Partners / Distributors
**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.
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
**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.