BD (Becton, Dickinson and Company) Area Sales Manager, Hospital Sales in Kolkata, India
Job Description Summary
JOB DESCRIPTION: Area Sales Manager - Hospital Sales
Position Title Area Sales Manager - Hospital Sales
Department MPS Location
Reports to Branch Manager – Hospital Sales
Qualification Graduate , MBA – Marketing (preferred)
Experience 2-3 years in Hospital channel of Pharma / Medical Company / MBA post MT Program
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.
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
BD SUCCESS FACTORS
Contacts (Internal & External)
Regional Sales Manager
ASM – Distributor Sales
Regional Commercial Manager / Executive
Product Specialists – DHC
Marketing / Product Manager – Medical Systems
Other Business Associates
Doctors, Nurses, Paramedics
Retailers, Distributors, Hospital Suppliers
Infection Control Specialists
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.
Primary Work Location
IND Kolkata - Naya Patty Pachimpara
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.