Area Sales Manager , Hospital Sales
Becton Dickinson
Job Description Summary
Area Sales Manager for Chennai locationJob Description
1. Position Summary
What is the main purpose of this position? Why does it exist? (e.g. to administer client database; to create marketing strategies; to provide administrative support to a department, etc.)
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.
2. Principal Accountabilities
What are the major responsibilities of this position? List the What, How and Why of each responsibility and provide examples, as necessary. Use specific verbs of action, such as “files”, “managers”, “operates”, “analyses”, etc. Indicate percentage of time spent on each.
%
Cover institution and customers (doctors, nurses, paramedics, retailers & distributors) 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.
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.
Identify tender / rate contract opportunities on institutions under coverage and ensure timely communication to Sales Manager – Hospital Sales and make submissions for the same in a timely and proper manner.
Coordinate on a regular basis with other Medical System members on information sharing and communicating the same to relevant members in BD.
Grow sales in the 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 Region Sales Manager
Maintain MIS in the agreed formats for
• Customer Profiling / Prospecting
• Must Call list updation / field reporting
• Secondary sales statement and monitoring.
3. Critical Challenges
What are the critical challenges of this position? (e.g. foster positive relationships with external vendors, research and resolve complex requests for information in the absence of higher authority, determine all systems, specifications and requirements and ensure that they fall within values, standards and strategies, etc.)
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.
4. Unique Knowledge & Skills
What critical knowledge and competencies are needed to successfully perform this positions (e.g. word processing skills, sales experience, demonstrated leadership, specific educational requirement or technical training, etc) How many years of each is needed?
Persuasive Communication Skills :
“The ability to impact and influence others by clear and comprehensive communications. Expresses himself with clarity and conviction. Answers each query in a logical, databased manner. Listens to the customers point of view and is open to feedbacks.”
Presentation and negotiation skills :
“The ability to clearly send the intended message across in the most impressive and precise manner. Is courteous, pleasing and creative in his presentation delivery and is able to convince them on the intended message. Has the knack of negotiation at the institution level within the framework of the company policy.”
Result Orientation :
“Sets and persists, to reach challenging goals by a relentless sense of drive. Ensures challenging goals are met through persistently tackling tasks related to his/her job. Focuses on tasks related to his/her job. Tenacious in pursuing new business. Works within company guidelines. Strives to increase the effectiveness of his/her work by being an expert on product specifications (product knowledge).”
Customer Orientation :
“An urge to constantly reach and exceed customer expectations. The individual understands comprehensively the customer’s business objectives as also their underlying needs. He/She is prompt in pursuing grievances and follows up relentlessly to address complaints. Is a trusted advisor to the customer in most of their important business decisions. The ability to manage relationships developed to the advantage of the Company.”
Analytical Problem Solving :
“The ability to grasp, identify and logically analyse each option in an objective and database manner. It includes the urge to update his/her business awareness by a constant drive to seek and collate information / data and critically analyse it to arrive at productive data based estimations.”
Product Knowledge :
“The learning agility to understand features and benefits of the products along with their usage vis-à-vis competition. Ability to demonstrate and clarify any issue on product usage / handling. Ability to develop sound knowledge of the platform on which the products are used and the confidence to interact with the customers on the same. ”
5. Contacts
Who (internal/external) does this position interact with on a regular basis to perform this role? How often and for what purpose?
Internal
Regional Sales Manager External
Doctors, Nurses, Paramedics
ASM – Distributor Sales Purchase Officers
Regional Commercial Manager / Executive Retailers, Distributors, Hospital Suppliers
Product Specialists – DHC Infection Control Specialists
Marketing / Product Manager – Medical Systems
Other Business Associates
6. Problem Solving & Decision Making
All issues related to Institutional sales within the ambit of the Company’s rules and policies..
Required Skills
Optional Skills
.