Area Sales Manager- Hospital Sales, Siliguri

Job Description Summary

Clinical Conversions
Achieve primary and secondary sales targets and grow the business in Hospitals / Nursing homes under coverage by creating demand for the BD products through personal contacts with key users, influencers and through education.

Maintain primary and secondary sales targets
Build strong distribution channel of stockiest and sub stockiest
Drive Clinical engagements / MDPs / In-Service programs/ Ward workshops etc.
Build & nurture KOL relationships

Job Description

Secondary sales Management

• To cover end customers and trade as defined and to build / maintain long term relationship.
• Generate and grow secondary sales from Hospitals & Nursing Homes /Lab and liquidation of stocks in the distribution chain.
• Grow sales in the area of influence by selecting and developing approved new accounts. Broadening the product range / volume in the existing customer base.

• Cover institution and customers (doctors, nurses, paramedics.) 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.
• Organize, conduct in-service workshops and train users on BD products.
• Handle all customer complaints satisfactorily.
• Work in an account extensively (covering various departments) to ensure usage of new products introduced.

• Closely working the Channel Partners
• Timely sales collection.
• Development of sales in the Hospitals & Nursing homes.
• Ensure that orders generated from customers are supplied on time and in full (quantity & range).

• Maintaining and updating MIS in the agreed formats for the following: Customer profiling, Must Call List, conversion status evaluation, Stock & Sale statement, Town wise sales data, Product wise / town wise sales achievement & trends, activity details.
• Manage trade schemes in the most cost effective manner and claim settlement within the specified time frame.
• Adhere to the company norms of field work and reporting.
• Ensure proper forecasting of product is provided to Regional Sales Manager within the agreed time frame and continuously follow up on availability of products with him / her and the Supply Chain function.

• Commercial/ Financial (ROI specifically) acumen
• Distributor / Distribution Management
• Ability to handle stress
• Negotiation skills
• Relationship skills
• Interpersonal skills
• One to many communication ( resulting in good ISP's)
• Objection handling techniques
• Key account mapping
• Presentation and negotiation skills
• Clinical understanding
• Analytical problem solving
• Product knowledge
• Clinical skills

• Stretch / Result orientation
• Analytical Problem solving
• Decisiveness
• Customer focus
• Action orientation
• Ethical fitness
• Building team spirit