Job Description Summary

Job Description

Position Title: Sr. Area Sales Manager - Hospital Sales

Department: MDS

Location: Bangalore

Reports to: Branch Manager – Hospital Sales

Position Summary

The primary goal of this role is to expand business in all key accounts by generating demand for medical products through direct engagement with key users, influencers, and educational initiatives.

Principal Responsibilities

• Customer Coverage: Engage with institutions and customers (doctors, nurses, paramedics, retailers, and distributors) as defined.

• Geographical Coverage - Bangalore, Mysore and some part of Karnataka

• Product Promotion: Promote the product range according to established norms.

• Relationship Building: Maintain strong relationships with all customers through effective contact programs with users, influencers, and procurement agents.

• Complaint Handling: Address all customer complaints satisfactorily.

• Market Intelligence: Collect and communicate market information on competitor activities, trends, and practices to the Sales Manager – Hospital Sales and relevant Marketing Managers.

• Order Fulfillment: Ensure timely and complete supply of orders generated from institutions.

• Opportunity Identification: Identify market opportunities and communicate them to the Sales Manager – Hospital Sales and the relevant Marketing Manager.

• Training: Organize and conduct in-service workshops and train users on BD products.

• Distributor Management: Manage distributors/retailers regarding stock planning, claim settlement, and pricing.

• Collections: Ensure collections are made as per agreed norms from institutions where BD makes direct supplies.

• Coordination: Regularly coordinate with other Medical System members for information sharing and communication.

• Tender Management: Identify tender/rate contract opportunities and ensure timely communication and submission to the Sales Manager – Hospital Sales.

• Sales Growth: Expand sales by developing new approved accounts and broadening the product range/volume in the existing customer base.

• Target Achievement: Meet targets as agreed with the Regional Sales Manager.

• MIS Maintenance: Maintain MIS in the agreed formats for:

• Customer Profiling / Prospecting

• Must Call list updating / field reporting

• Secondary sales statement and monitoring

Unique Knowledge & Skills

• Persuasive Communication Skills

• Presentation and Negotiation Skills

• Analytical Problem Solving

• Product Knowledge

• Solution Selling Approach

Contacts (Internal & External)

Internal:

• Branch Managers

• Regional Sales Manager

• ASM – Distributor Sales

• Regional Commercial Manager / Executive

• Product Specialists – MDS

• Marketing / Product Manager – Medical Systems

• Other Business Associates

External:

• Doctors, Nurses, Paramedics

• Purchase Officers

• Retailers, Distributors, Hospital Suppliers

• Infection Control Specialists

• C-Suite / KDMs of the hospitals

Critical Challenges

The key challenge is to project BD as an organization promoting best medical practices through education and to retain and grow key accounts.

Problem Solving & Decision Making

Handle all issues related to institutional sales within the company’s rules and policies.

Primary Work Location

IND Bengaluru - Cornich Al-Latheef

Additional Locations

Work Shift

Becton, Dickinson and Company is an Equal Opportunity/Affirmative Action Employer. We do not unlawfully discriminate on the basis of race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectional or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status, or any other protected status.