Area Sales Manager

Area Sales Manager

Becton Dickinson

To apply for this job email your details to

sales, marketing, target

Job Description
Job Description SummaryPosition TitletArea Sales Manager
DepartmenttNTtLocation – Anand, Gujarat (covering Bharuch, Godhra, Dahod & Nadiad)tand its nearby peripheries.
Reports totBranch Manager
QualificationtGraduate preferable with Science / Pharma / MBA
Experiencet8 years (Optional – with the minimum of 3 years people management experience. ) in Critical Care segment or Medical Devices Job Description
Position Summary

Clinical Conversions

Achieve primary and secondary 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.

Maintain primary and secondary sales targets
Build strong distribution channel of stockiest and sub stockiest
Drive In-Service programs/ Ward workshops etc.
Build & nurture KOL relationships
Principal Responsibilities

Secondary sales Management

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.
Grow sales in the area of influence by selecting and developing approved new accounts. Broadening the product range / volume in the existing customer base.
End User work:

Cover institution and customers (doctors, nurses, paramedics.) as defined.
Promote product range as per norms defined.
Build and maintain relationships with all customers through an effective contact program with users, influencers and procurement agents.
Organize, conduct in-service workshops and train users on BD products.
Handle all customer complaints satisfactorily.
Work in an account extensively (covering various departments) to ensure usage of new products introduced.
Distributor Management:

To build BD business within his / her assigned markets by:

Closely working the Channel Partners
Timely sales collection.
Development of sales in the retail channel viz. Nursing home, Path Labs and General Practitioners.
Ensure that orders generated from customers are supplied on time and in full (quantity & range).
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.
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.
People Management

Train, guide, coach and develop SO s on daily filed work plans and sales generation.
Unique Skills & Knowledge

Commercial/ Financial (ROI specifically) acumen
Distributor / Distribution Management
Ability to handle stress
Negotiation skills
Relationship skills
Interpersonal skills
One to many communication ( resulting in good ISP s)
Objection handling techniques
Key account mapping
Presentation and negotiation skills
Clinical understanding
Analytical problem solving
Product knowledge
Clinical skills
Stretch / Result orientation
Analytical Problem solving
Customer focus
Action orientation
Ethical fitness
Building team spirit
Contacts (Internal & External)


Product Coordinator / Specialists
Area sales manager / Sales executive
ASM/BM- MSS Distributor Sales
ASM/ BM MSS Hospital sales, PAS, DC, BDB & BDD
Regional Commercial Manager
Regional Sales Manager

General Practitioners, Nurses
Purchase Officers
Chemists, Wholesalers,
Channel Partners / Distributors

Other details
Department:Marketing / CommunicationIndustry:Medical / HealthcareSkills:sales, marketing, target, retail, business development, field work, supply chain, critical care, nursing homes, regional sales, hospital sales, cost effectiveEducationMBA/PGDM (Other)

Recruiter detailsCompany Name: Becton DickinsonCompany Description:
BD is a global medical technology company that is advancing the world of health by improving medical discovery, diagnostics and the delivery of care. BD leads in patient and health care worker safety and the technologies that enable medical research and clinical laboratories. The company provides innovative solutions that help advance medical research and genomics, enhance the diagnosis of infectious disease and cancer, improve medication management, promote infection prevention, equip surgical and interventional procedures and support the management of diabetes. The company partners with organizations around the world to address some of the most challenging global health issues. BD has more than 40,000 associates across 50 countries who work in close collaboration with customers and partners to help enhance outcomes, lower health care delivery costs, increase efficiencies, improve health care safety and expand access to health.