Sr Area Sales Manager

Job Description

Job Description Summary

Job Description

Alert: This position is eligible for a referral bonus in line with the Associate Referral Policy. Referral Bonus Eligible

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Position Title: Sr Area Sales Manager

Department SM Division

Location: Hyderabad

Reports to Branch Manager or Regional Sales manager

Position Summary

The main purpose of this position is to grow the business in all key accounts (Hospitals and Labs) under coverage by creating demand for the SM Biz product through personal contacts with key users, influencers, and through education.

Principal Responsibilities

Cover institution and customers (doctors, Phlebos, nurses, paramedics, retailers & distributors) as defined

Promote product range as per norms.

Build and maintain relationships with all customers through an effective solution selling 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 the Manager Hospital & Lab 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 them to Manager Hospital & lab Sales and the concerned Marketing Manager

Organize, conduct in-service workshops and train users on BD SM Biz 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 & Lab 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 / sales organization

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 and sales organization

Regional Commercial Manager / Executive

Marketing / Product Manager Medical Systems

Medical Affairs

Key Account Manager

Other Business Associates

External

- Doctors, Nurses, Paramedics,
- Purchase Officers
- Retailers, Distributors, Hospital & Lab Suppliers
- C-Suite / KDMs of the hospitals

Critical Challenges

The key challenge 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 are within the ambit of the Company's rules and policies.

Management Level

JG 3 (P2/P3/M1)

Required Skills

Optional Skills

Primary Work Location

IND Hyderabad Nanakramguda, Gachibowli (Capgemini)

Additional Locations

Work Shift