Sr Area Sales Manager

Job DescriptionAlert: 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

ü Cover institution and customers (doctors, Phlebos, nurses, paramedics, retailers & distributors) as definedü Promote product range as per norms.ü Build and maintain relationships with all customers through an effective solution selling program with users, influencers and procurement agentsü Handle all customer complaints satisfactorily.ü 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.ü Ensure that orders generated from institutions are supplied on time and in full (quantity & range).ü Identify market opportunities and communicate them to Manager – Hospital & lab Sales and the concerned Marketing Managerü Organize, conduct in-service workshops and train users on BD SM Biz products.ü Manage distributors / retailers on aspects of stock planning, claim settlement and pricingü Ensure that collections are made as per agreed norms from institutions where BD makes direct supplies.ü Coordinate on a regular basis with other Medical System members on information sharing and communicating the same to relevant members in BD.ü 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.ü Grow sales in area of influence by selecting and developing approved new accounts. Broadening the product range/volume in the existing customer base.ü Achieve targets as agreed with the Regional Sales Manager / sales organizationØ Customer Profiling / ProspectingØ Must Call list updating / field reportingØ 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)

Internalü Branch Managersü Regional Sales Manager and sales organizationü Regional Commercial Manager / Executiveü Marketing / Product Manager – Medical SystemsÜ Medical AffairsÜ Key Account Managerü 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 LevelJG 3 (P2/P3/M1)

Required Skills

Optional SkillsPrimary Work LocationIND Hyderabad – Nanakramguda, Gachibowli (Capgemini)Additional LocationsWork Shift