Area Sales Manager

embecta is a global diabetes care company that is leveraging its 100-year legacy in insulin delivery to empower people with diabetes to live their best life through innovative solutions, partnerships and the passion of more than 2,000 employees around the globe. For more information, visit  or follow our social channels on LinkedIn, Facebook, Instagram and X.

Why join us?
A career at embecta means being part of a team that values your opinions and contributions and that empowers you to bring your authentic self to work.  Here our employees can fulfill their life's purpose through the work that they do every day.

You will learn and work alongside inspirational leaders and colleagues who are equally passionate and committed to fostering an inclusive, growth-centered, and rewarding culture.  Our Total Rewards program – which includes competitive pay, benefits, continuous learning, recognition, career growth and life balance components – is designed to support the varying needs of our diverse and global employees.

To build EMBECTA business within his/her assigned territory by driving primary and secondary sales activities

Primary Sales Activities

• Help in Setting up the distributor network in area under coverage
• Appointing, supervising and managing distributor related activities.
• Generation of Primary sales and supervising, aiding and tracking secondary sales.
• Execution of primary sales target and sales collection.

Secondary Sales Activities- Creating EMBECTA equity with the key influencers (Dr/ Nurses/ Para-medics) – via relationship building (using education of nurses/patients, and other marketing promotions as tools), leading to a prescription of the EMBECTA products.
- Ensuring trial of EMBECTA products by patients initiated on insulin in the territory – through prescription/recommendation by the Dr/ Nurses, promotion at retail stores, working with other insulin company representatives calling on the patients directly, or by interacting with patients directly.
- Ensuring availability of the EMBECTA product portfolio in retail stores, in hospital pharmacies, hospital stores by working in close collaboration with the 3rd party field force,
- Development of alternative distribution channels to reach retail pharmacies , Nursing home,

• Wholesale channel.
• Direct delivery to retail: DSR / delivery

• 3rd party entrepreneurs like Suppliers

• Managing third party sales force for focused patients education and retail merchandising (PE)

Account Conversions

• With direct working in the accounts (Hospitals/ NH/ / Institutes) and generate demand through end user work. (driving In-Service programs)
• Principal Accountabilities
• Creating EMBECTA equity with the key influencers (Dr/ Nurses/ Para-medics)
• Profiling: Collection of information on who is the key doctor to call. (Based on new insulin prescription generated by the doctor per week),
• Working on the EMBECTA value-add to these relationships: by a) Sharing Product related information, b) Clinical Updates on and c) Organizing the education programs with the HCP and d) Co- hosted patient contact programs. (Program types - 1. Nurses Workshop, 2. Nurses Short Program, 3. Patient Education program, 4. Insulin Dependent Patient Program).
• Getting EMBECTA products mentioned on prescriptions: To verify if the MCL doctor 1. Explicitly writes EMBECTA products on the prescription (Active Prescription), 2. Does enough with the patient so that the patient leaves convinced of using a EMBECTA product, e.g. doctor uses a EMBECTA product on him, gives him a sample of EMBECTA, tells him to use EMBECTA brand, etc. (Passive Recommendation), 3. Does not recommend (Dr. does not do either 1 or 2),
• Maintaining relationship with the Nurses and other HCP leading to explicit recommendations to the patients for the EMBECTA products.
• Meeting hospital/ nursing home officials (apart from the consulting doctor) to create a healthy working relationship with all stakeholders and seeking agreement to work with the nurses/ HCPs, for ward working and patient contacts. Also to determine the EMBECTA sales potential in the account.
• Planning and conducting interactive sessions (one on one) and workshops/ short education programs with the Nurses/ HCPs.
• Collecting feedback formally to continuously improve content and execution of the education programs.
• Ensuring the purchase department in the institution is buying from EMBECTA, by constantly keeping in touch .
• Work with the 3rd party sales field force on product availability/ retail chemist coverage.
• Find out about, verify and maintain a list of the top 40% retailers of diabetes related products in the coverage towns.
• Meet with the chemists/ counter salesmen and find out their key motivations and also build a rapport with them.
• Work with the 3rd party sales field force to run marketing initiatives in the outlet. Train him on the execution of the initiative by on the job demonstration/ coaching. Track the execution of the marketing initiative in all the covered outlets.
• Build ongoing relationship and rapport via regular meetings and ongoing conversations/ discussions to earn his respect and co-operation in influencing consumers at retail.
• Tracking sales of total insulin syringes/ Pen needles in the covered retail stores.

Distributor Mgmt

• Managing distributor inventory / sales orders
• Achieve mutually agreed primary sales target, product wise, on weekly basis.
• Implement the price list at each level of the customer segment and ensure price stability.
• Ensure that orders generated from customers are supplied on time and in full (quantity & range).
• Maintaining optimum level of RDS inventory.
• Timely submission of Claims, check and verify the claims and ensure the proper utilization of promotional materials
• Ensure the timely submission of Stocks and Sales statement along with sales summary on monthly basis

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.

Market understanding

• Provide feedback on the effectiveness of the existing trade scheme and give recommendation for the most appropriate scheme.
• Develop understanding of how trade operates and acquire skills to deal with them.
• Gather market information on competitor activities, trends & practices and communicate them in a timely manner to Marketing Manager.
• Identify market opportunities and communicate it to Branch Manager and the concerned Marketing Manager.
• Unique Knowledge & Skills
• Distributor / Distribution Management
• Ability to handle stress
• Negotiation 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
• Relationship skills
• Interpersonal skills

EMBECTA SUCCESS FACTORS

• Stretch / Result orientation
• Analytical Problem solving
• Decisiveness
• Customer focus
• Action orientation
• Ethical fitness
• Building team spirit

embecta is an Equal Opportunity/Affirmative Action Employer.  We do not unlawfully discriminate on the basis of race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectional or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status, or any other protected status.