Area Sales Manager

Area Sales Manager – ENT Division (Medical Devices)

Position Overview

The Area Sales Manager (ASM) – ENT Division is responsible for achieving regional sales objectives, strengthening market penetration, and driving sustainable business growth for the company’s ENT product portfolio. The role encompasses strategic territory management, key account development, KOL engagement, and overseeing channel performance to ensure optimal execution of the division’s commercial strategy. The ASM will act as the primary interface between the organization, healthcare professionals, and distribution partners within the assigned geography.

Primary Responsibilities

1. Sales Strategy & Revenue Achievement

• Develop and implement comprehensive sales strategies aligned with business goals for the ENT portfolio.
• Deliver monthly, quarterly, and annual sales targets while ensuring profitability and market share expansion.
• Maintain a robust sales pipeline supported by accurate forecasting and opportunity mapping.

2. Territory & Channel Management

• Manage and optimize performance of distributors, channel partners, and stockists to ensure consistent business delivery.
• Conduct periodic territory reviews, monitor secondary sales, and implement corrective actions where required.
• Ensure adherence to company policies relating to pricing, credit management, and inventory controls.

3. Key Account Management & KOL Development

• Establish and nurture strategic relationships with ENT surgeons, hospital decision-makers, audiology centers, and procurement teams.
• Identify, develop, and manage Key Opinion Leaders (KOLs) to support clinical advocacy and product adoption.
• Facilitate clinical evaluations, workshops, and product presentations to enhance engagement and drive conversions.

4. Clinical & Technical Expertise

• Demonstrate in-depth technical and clinical knowledge of ENT devices, instrumentation, and procedural applications.
• Provide on-field clinical support during surgical procedures, product trials, and evaluations, ensuring adherence to safety and compliance standards.
• Conduct structured product training for healthcare professionals and channel partners.

5. Market Intelligence & Business Development

• Continuously assess market trends, competitive activities, and emerging customer needs to inform product positioning and strategic decisions.
• Identify new business opportunities, key accounts, and tender prospects to accelerate growth.
• Support new product launches through coordinated marketing and field activation initiatives.

6. Compliance, Reporting & Governance

• Maintain accurate and timely reporting including daily sales activity, CRM updates, funnel reviews, and business dashboards.
• Ensure strict adherence to regulatory requirements, quality standards, and corporate compliance frameworks.
• Drive ethical sales practices and enforce organizational guidelines across the region.

Core Competencies

• Strong understanding of ENT surgical workflows, devices, and clinical environments.
• Exceptional communication, negotiation, and stakeholder management skills.
• Analytical mindset with a high degree of business acumen and strategic planning capability.
• Ability to influence and collaborate cross-functionally in a matrix environment.
• Proven ability to work independently, manage time effectively, and handle extensive field travel.