Area Sales Manager

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Job Description:

Job Description: Area Sales Manager

3M Health Care is now Solventum

At Solventum, we enable better, smarter, safer healthcare to improve lives. As a new company with a long legacy of creating breakthrough solutions for our customers’ toughest challenges, we pioneer game-changing innovations at the intersection of health, material and data science that change patients' lives for the better while enabling healthcare professionals to perform at their best. Because people, and their wellbeing, are at the heart of every scientific advancement we pursue.

We partner closely with the brightest minds in healthcare to ensure that every solution we create melds the latest technology with compassion and empathy. Because at Solventum, we never stop solving for you.

The Impact You’ll Make in this Role

The Area Sales Manager is responsible for managing strategic healthcare accounts, driving sales growth, developing long-term customer relationships, and ensuring successful adoption of medical device products across hospitals, healthcare institutions and key healthcare providers. The role involves collaborating with clinicians, procurement teams and hospital management to achieve business objectives.

Key Responsibilities

1. Account Management

• Manage and grow assigned key accounts including corporate hospitals, government institutions, and healthcare chains.
• Develop and execute account-specific business plans.
• Build strong relationships with decision-makers, clinicians, surgeons, procurement managers, and hospital administrators.
• Ensure high customer satisfaction and retention.
• Support the team and Channel Partner in resolving issues of day-to-day business.
• Willingness to be on-call whenever sought for any by customer and colleagues.

2. Sales & Business Development

• Achieve monthly, quarterly, and annual sales targets.
• Identify new opportunities within existing accounts and acquire new strategic customers.
• Drive product utilization and market penetration.
• Prepare sales forecasts and pipeline reports.

3. Clinical & Product Support

• Demonstrate medical device products and solutions to healthcare professionals.
• Coordinate product evaluations, trials, and clinical demonstrations.
• Support physicians and healthcare staff during product implementation.
• Work closely with clinical specialists and application teams.

4. Tender & Contract Management

• Participate in hospital tenders and government procurement processes.
• Prepare quotations, proposals, and commercial agreements.
• Negotiate pricing and contract terms while maintaining profitability.

5. Stakeholder Engagement

• Develop relationships with:
  • Surgeons and Physicians
  • Department Heads
  • Hospital Administrators
  • Procurement Teams
  • Biomedical Engineers
  • Supply Chain Managers

6. Market Intelligence

• Monitor competitor activities, pricing, and market trends.
• Identify emerging opportunities and customer needs.
• Provide market feedback to marketing and product management teams.

7. Cross-functional Collaboration

• Coordinate with Marketing, Clinical Support, Service, Regulatory, and Supply Chain teams.
• Ensure smooth order processing, installation, and after-sales support.
• Support new product launches and promotional activities.

Key Performance Indicators (KPIs)

• Revenue and profitability growth.
• Sales target achievement (%).
• New account acquisition.
• Account retention rate.
• Product adoption and utilization.
• Tender win ratio.
• Customer satisfaction scores.
• Market share growth.

Educational Qualifications

• Bachelor's degree in Life Sciences, Pharmacy, Nursing, Biotechnology, or related field.
• MBA in Sales/Marketing preferred.

Experience

• 5–10 years of sales experience in Medical Devices, Healthcare or Pharma.
• Experience handling corporate hospital chains and key healthcare accounts.
• Proven track record of achieving sales targets and managing large accounts.

Required Competencies

Technical Skills

• Medical device product knowledge.
• Healthcare procurement processes.
• Tender management.
• CRM and sales analytics.

Behavioral Skills

• Relationship management.
• Strategic account planning.
• Negotiation and influencing.
• Presentation and communication skills.
• Business acumen.
• Problem-solving and stakeholder management.

Base Work Location: Bangalore (Hybrid)

Travel: 40% Office Commute

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