Area Sales Manager, Institutional Sales

2 weeks ago

Indore, Madhya Pradesh, India BD Full time
Job Description SummaryThe primary objective of this role is to drive business growth within government institutions across Madhya Pradesh, with a focus on operations based in IndoreJob DescriptionJob Responsibilities
  • Cover key govt institution and customers, including clinicians and nurses and CXOs
  • Lead generation and strategic engagements with key government accounts
  • Navigate Tendering, RCs and procurement process.
  • Build and Influence relationships with Directors, HOD, Dean etc
  • Promote BD range of products as a technology to have an edge over competition
  • Ensure customer relationship management with an effective contact program with users, influencers, and procurement agents.
  • Handle all customer complaints satisfactorily, ensuring a seamless experience.
  • Gather market information on competitor activities, trends, and practices, and communicate them in a timely manner to the other Sales Associates – Hospital Sales and the concerned Marketing Managers.
  • Ensure that orders generated from institutions are supplied on time and in full, covering both quantity and range.
  • Identify market opportunities and communicate them to the Sales Manager – Hospital Sales and the concerned Marketing Manager.
  • Coordinate and conduct in-service workshops and train users on BD products.
  • Manage distributors and retailers on aspects of stock planning, claim settlement, and pricing.
  • Ensure collections are made as per agreed norms from institutions where BD makes direct supplies.
  • Coordinate regularly with other Medical System members for information sharing and communicate the same to relevant members in BD.
  • Find contract opportunities in covered institutions. Communicate findings to Hospital Sales Manager promptly.
  • Grow sales in the area of influence by selecting and developing approved new accounts and broadening the product range/volume in the existing customer base.
  • Achieve targets as agreed with the Branch Manager & Regional Sales Manager.
  • Maintain MIS in the agreed formats for customer profiling, prospecting, must-call list updating, field reporting, and secondary sales statement monitoring.
Unique Knowledge & Skills
  • Strong Communication Skills: Ability to effectively communicate ideas and establish connections with different collaborators.
  • Front end sales with Govt, Railways, AIIMS, Municipal Corporation, PSUs etc
  • Deep understanding of govt procurement trends and compliance
  • Presentation and Negotiation Skills: Expertise in delivering presentations and negotiating terms effectively.
  • Analytical Problem Solving: Strong analytical skills to identify issues and develop innovative solutions.
  • Product Knowledge: In-depth understanding of BD products and their applications.
BD Success Factors
  • Customer Orientation: A relentless focus on meeting and exceeding customer expectations.
  • Result Orientation: A dedication to achieving goals and delivering outstanding results.

Contacts (Internal & External)

Internal:
  • Branch Manager
  • Regional Sales Manager
  • ASM – Distributor Sales
  • Regional Commercial Manager / Executive
  • Marketing / Product Manager – Medical Systems
  • Other Business Associates
External:
  • Doctors, Nurses, Paramedics
  • Purchase Officers and Supply Chain Management
  • Distributors Management & Liaoning

Required Skills

Optional Skills

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Primary Work LocationIND Mumbai - CHub Town SolarisAdditional LocationsWork Shift

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