Sr. Sales Executive

• To build BD Medical business within his/her assigned markets by driving primary and secondary sales through distributors.
• Primary Sales:
  o Setting up the distributor network in area under coverage
  o Appointing, supervising and managing distributor related activities
  o Generation of Primary sales and supervising, aiding and tracking secondary sales
  o Execution of primary sales and sales collection
  Secondary Sales:
  o Development of alternative distribution channels to reach retail:
  Nursing home, Path Labs and General Practitioner and Chemists
  Wholesale channel
  Direct delivery to retail: own DSR / delivery
  rd party entrepreneurs like Suppliers
  Account conversions:
  o With direct working in the accounts (Hospitals/ NH/ Labs/ Institutes
  and generate demand through end user work. (driving In-Service
  programs
  Principal Accountabilities
  Distributor Management
  Profile efficient distributors in the coverage territory and recommend
  appointment / termination of the same to the Regional Sales Manager/
  Branch Manager as per business requirement
  Managing distributor inventory / sales orders
  Achieve mutually agreed primary sales target, product wise, on weekly
  basis
  Growth of the sales through geographical expansion Position Title: Sales Executive - Distribution
  Department: Medical
  Reports to: Branch Manager/ Regional Sales Manager
  Qualification: Science Graduate/ B-Pharm or MBA
  Experience: 2-3 years in Sales Potential of the new area and the viability of appointing a distributor
  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
  Grow sales in the area of influence by selecting and developing approved
  new accounts. Broadening the product range / volume in the existing
  customer base
  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
  Secondary sales mgmt
  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
  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
  Coordinate on a regular basis with other Medical System members and
  supply chain function on information sharing and communicating the same
  to relevant members in BD
  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
  End user work
  Handle all customer complaints satisfactorily
  Organize, conduct in-service workshops and train users on BD products
  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 National Sales Manager and the
  concerned Marketing Managers
  Identify market opportunities and communicate it to Regional Sales
  Manager and the concerned Marketing Manager
  People mgmt
  Train, guide, coach and develop Territory Sales Executive on daily filed
  work plans and sales generation
  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
  Unique Knowledge & Skills
  Commercial/ Financial (ROI specifically) acumen
  Distributor / Distribution Management
  Ability to handle stress
  Negotiation skills
  Objection handling techniques
  Key account mapping
  Presentation and negotiation skills
  Clinical understanding
  Analytical problem solving
  Product knowledge
  Relationship skills
  Interpersonal skills
  BD SUCCESS FACTORS
  Stretch / Result orientation
  Analytical Problem solving
  Decisiveness
  Customer focus
  Action orientation
  Ethical fitness
  Building team spirit
  Contacts
  Internal External
  Regional Sales Managers
  Branch Manager RDS
  ASM Hospital Sales Purchase Officers
  Regional Commercial Manager / Executive Retailers, Wholesales, Distributors
  Product Specialists DHC Anesthetist, KOL, Nurses,
  Business Managers Medical Systems
  Other Business Associates
  Problem Solving and Decision Making
  All issues related to sales in the territory within the am
  and policies

Required Skills

Optional Skills

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