Area Sales Manager- Hospital Sales

Summary Area Sales Manager - Hospital Sales

Position TitleArea Sales Manager - Hospital Sales
DepartmentMPSLocation
Reports toBranch Manager - Hospital Sales
QualificationGraduate , MBA - Marketing (preferred)
Experience2-3 years in Hospital channel of Pharma / Medical Company / MBA post MT Program

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 updation / field reporting
Secondary sales statement and monitoring

Unique Knowledge & Skills

Persuasive Communication Skills
Presentation and negotiation Skills
Analytical Problem Solving
Product Knowledge
BD SUCCESS FACTORS
Customer Orientation
Result Orientation

Contacts (Internal & External)

Internal
Branch Managers
Regional Sales Manager
ASM - Distributor Sales
Regional Commercial Manager / Executive
Product Specialists - DHC
Marketing / Product Manager - Medical Systems
Other Business Associates
External
Doctors, Nurses, Paramedics
Purchase Officers
Retailers, Distributors, Hospital Suppliers
Infection Control Specialists

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.

Reviewed BY
Approved BY
Updated OnOct 2016

• 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 updation / field reporting
• Secondary sales statement and monitoring

• Persuasive Communication Skills
• Presentation and negotiation Skills
• Analytical Problem Solving
• Product Knowledge

• Customer Orientation
• Result Orientation

• Branch Managers
• Regional Sales Manager
• ASM - Distributor Sales
• Regional Commercial Manager / Executive
• Product Specialists - DHC
• Marketing / Product Manager - Medical Systems
• Other Business Associates

• Doctors, Nurses, Paramedics
• Purchase Officers
• Retailers, Distributors, Hospital Suppliers
• Infection Control Specialists

Primary Work Location IND Gurgaon - Signature Towers B Additional Locations Work Shift