Job Description Summary
Job Description
Alert: This position is eligible for a referral bonus in line with the Associate Referral Policy. Referral Bonus Eligible
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Position Title: Sr Area Sales Manager
Department SM Division
Location: Hyderabad
Reports to Branch Manager or Regional Sales manager
Position Summary
The main purpose of this position is to grow the business in all key accounts (Hospitals and Labs) under coverage by creating demand for the SM Biz product through personal contacts with key users, influencers, and through education.
Principal Responsibilities
Cover institution and customers (doctors, Phlebos, nurses, paramedics, retailers & distributors) as defined
Promote product range as per norms.
Build and maintain relationships with all customers through an effective solution selling 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 the Manager Hospital & Lab 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 them to Manager Hospital & lab Sales and the concerned Marketing Manager
Organize, conduct in-service workshops and train users on BD SM Biz 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 & Lab 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 / sales organization
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 and sales organization
Regional Commercial Manager / Executive
Marketing / Product Manager Medical Systems
Medical Affairs
Key Account Manager
Other Business Associates
External
- Doctors, Nurses, Paramedics,
- Purchase Officers
- Retailers, Distributors, Hospital & Lab Suppliers
- C-Suite / KDMs of the hospitals
Critical Challenges
The key challenge 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 are within the ambit of the Company's rules and policies.
Management Level
JG 3 (P2/P3/M1)
Required Skills
Optional Skills
Primary Work Location
IND Hyderabad Nanakramguda, Gachibowli (Capgemini)
Additional Locations
Work Shift
