BD (Becton, Dickinson and Company) Sales Executive in Gurgaon, India

Job Description Summary

Sales Executive

Job Description

JOB DESCRIPTION: Sale Executive

Position Title Sale Executive

Department X-BU M2 Location

Reports to Senior Area Sales Manager / Branch Manager

Qualification Graduate, B Pharm (added advantage)

Experience 5 years in Hospital channel of Pharma / Medical Company

Position Summary

ü The main purpose of this position is to achieve sales targets and grow the business in Hospitals/

Nursing Homes/ Pathlabs/ Chemist outlets under coverage by creating demand for the BD

products through personal contacts with key users, influencers and through education.

ü Meeting secondary sales targets

Ø Conversion(New Business Development)- Demand generation translating into sales

Ø Maintain converted accounts

ü Conduct periodic clinical education to promote best practices

ü Build & nurture KOL relationships

Principal Responsibilities (Accountability)

ü End User work

Ø Cover Hospitals/ Nursing Homes/ Path labs/ Chemists and customers (doctors, nurses,

paramedics.) as defined.

Ø Promote product range as per norms defined.

Ø Build and maintain relationships with all customers through a regular contact.

Ø Organize, conduct in-service workshops and train users on BD products.

Ø Handle all customer complaints satisfactorily.

Ø Work in an account extensively (covering various departments) to ensure usage of

new products introduced.

ü Secondary Sales Management

Ø Grow sales by selecting and developing approved new accounts. Broadening the

product range / volume in the existing customer base. Ø Achieve targets as agreed with the Area Sales Manager. ü Process Ø Gather market information on competitor activities, trends & practices and communicate them in a timely manner to The Area Sales Manager. Ø Ensure that orders generated from Accounts are supplied on time and in full (quantity & range). Ø Maintain MIS in the agreed formats for Customer Profiling / Prospecting Must Call list updation / field reporting Secondary sales statement and monitoring.

Key Competencies (Knowledge & Skills)

ü Product knowledge

ü Account management

ü CRM

ü Effective communication skill

ü Presentation skill

ü Key Account Mapping

ü Objection handling techniques

ü Presentation & Negotiation skills

ü Analytical Problem Solving

BD SUCCESS FACTORS

ü Result Orientation

ü Customer Orientation

ü Customer Focus

Contacts (Internal & External)

Internal ü Product Coordinator / Specialists ü Area sales manager / Sales executive ü ASM/BM- MSS Distributor Sales ü ASM/ BM –MSS Hospital sales, PAS, DC, BDB & BDD ü Regional Commercial Manager ü Regional Sales Manager External ü Doctors, Nurses, Paramedics ü Purchase officers ü Retailers ü Channel Partners

Critical Challenges

ü Upgrade the clinical practice and account to higher level because of lack of manpower and

motivation from the high management.

ü Inculcate the culture of trainings at regular interval.

ü Upgrade account on high quality / technology products.

Problem Solving & Decision Making

Proactive problem solving and decision making

Reviewed BY

Approved BY

Updated On April 2015

Primary Work Location

IND Gurgaon - Signature Towers B

Additional Locations

Work Shift

BD is a leading global medical technology company that creates medical technology, devices and laboratory equipment for a variety of needs across the healthcare continuum. At BD, we are looking for candidates who possess passion, innovative solutions and a commitment to our one mission of improving access to groundbreaking medical and biotechnology services for people near and far, delivering state-of-the-art technology and cutting-edge research in the battle to fight and cure infectious diseases. With a global reach that extends across 50 countries worldwide, our network of professionals collaborates on effective measures to deliver enhanced patient quality such as lower health care delivery costs, improved health care and safety, and expanded health care for all. Join our company and see how you can become a part of one global mission to make a difference in human health.