Sr. Area Sales Manager, Hospital Sales Full Time

Job Description SummaryJob Description
Position Title: Sr. Area Sales Manager – Hospital Sales
Department MDS
Location: Bangalore

Reports to Branch Manager Hospital Sales
Position Summary
The 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
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 updating / field reporting
Secondary sales statement and monitoring
Unique Knowledge & Skills
– Persuasive Communication Skills
– Presentation and negotiation Skills
– Analytical Problem Solving
– Product Knowledge

– Solution selling approach

Contacts (Internal & External)
Internal
Branch Managers
Regional Sales Manager
ASM Distributor Sales
Regional Commercial Manager / Executive
Product Specialists MDS
Marketing / Product Manager Medical Systems
Other Business Associates

External
– Doctors, Nurses, Paramedics
– Purchase Officers
– Retailers, Distributors, Hospital Suppliers
– Infection Control Specialists
– C-Suite / KDMs of the hospitals
Critical Challenges
The 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 Making
All issues related to Institutional sales within the ambit of the Company s rules and policies.

Primary Work LocationIND Bangalore – Cornich Al-Latheef Additional LocationsWork Shift,

Tagged as: area sales, business development, hospital sales, key accounts, regional sales, secondary sales, solution selling, stock planning