Senior Area Sales Manager - Distribution Sales - Cochin

Overview

Senior Area Sales Manager for BD's distribution sales in Cochin, responsible for growing business across all key accounts under coverage by creating demand for medical products through contact with key users, influencers and education.

What you'll do

• Cover institutions and customers (doctors, nurses, paramedics, retailers and distributors) as defined.
• Promote the product range as per defined norms.
• 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 and practices and communicate them in a timely manner to Sales Manager – Hospital Sales and the concerned Marketing Managers.
• Ensure orders generated from institutions are supplied on time and in full (quantity and range).
• Identify market opportunities and communicate them to Sales Manager – Hospital Sales and the concerned Marketing Manager.
• Organize and conduct in-service workshops and train users on BD products.
• Manage distributors and retailers on stock planning, claim settlement and pricing.
• Ensure collections are made as per agreed norms from institutions where BD makes direct supplies.
• Identify tender and rate contract opportunities on institutions under coverage, communicate them to Sales Manager – Hospital Sales, and make submissions in a timely and proper manner.
• Coordinate regularly with other Medical System members on information sharing and communicate it to relevant members in BD.
• Grow sales in the area of influence by selecting and developing approved new accounts.
• Broaden the product range and volume in the existing customer base.
• Achieve targets as agreed with the Region Sales Manager.
• Maintain MIS in the agreed formats for customer profiling and prospecting, Must Call list updation and field reporting, and secondary sales statement and monitoring.

What you'll need

• Persuasive communication skills: impact and influence others through clear and comprehensive communication.
• Presentation and negotiation skills: deliver the intended message clearly and convincingly, and negotiate at institution level within company policy.
• Result orientation: persistently pursue challenging goals and new business within company guidelines.
• Customer orientation: reach and exceed customer expectations and manage relationships to the advantage of the Company.
• Analytical problem solving: analyse options objectively and on the basis of data.
• Product knowledge: understand product features, benefits and usage versus competition, and demonstrate and clarify product usage and handling.

Details

• Primary work location: Chennai (Kochar Globe), India; the role is based in Cochin.
• Reports to the Region Sales Manager and works with Sales Manager – Hospital Sales.