Senior Area Sales Manager, Institutional Sales

Job Description Summary

The main purpose of this position is to grow the business by having continuous engagement at top hospitals in the territory

creating demand for the medical products through personal contacts with key users, influencers, and education.

Job Description

Job Responsibilities

• Cover key govt institution and customers, including clinicians and nurses and CXOs
• Lead generation and strategic engagements with key government accounts
• Navigate Tendering, RCs and procurement process.
• Build and Influence relationships with Directors, HOD, Dean etc
• Promote BD range of products as a technology to have an edge over competition
• Ensure customer relationship management with an effective contact program with users, influencers, and procurement agents.
• Handle all customer complaints satisfactorily, ensuring a seamless experience.
• Gather market information on competitor activities, trends, and practices, and communicate them in a timely manner to the other Sales Associates - Hospital Sales and the concerned Marketing Managers.
• Ensure that orders generated from institutions are supplied on time and in full, covering both quantity and range.
• Identify market opportunities and communicate them to the Sales Manager - Hospital Sales and the concerned Marketing Manager.
• Coordinate and conduct in-service workshops and train users on BD products.
• Manage distributors and retailers on aspects of stock planning, claim settlement, and pricing.
• Ensure collections are made as per agreed norms from institutions where BD makes direct supplies.
• Coordinate regularly with other Medical System members for information sharing and communicate the same to relevant members in BD.
• Find contract opportunities in covered institutions. Communicate findings to Hospital Sales Manager promptly.
• Grow sales in the area of influence by selecting and developing approved new accounts and broadening the product range/volume in the existing customer base.
• Achieve targets as agreed with the Branch Manager & Regional Sales Manager.
• Maintain MIS in the agreed formats for customer profiling, prospecting, must-call list updating, field reporting, and secondary sales statement monitoring.

• Strong Communication Skills: Ability to effectively communicate ideas and establish connections with different collaborators.
• Front end sales with Govt, Railways, AIIMS, Municipal Corporation, PSUs etc
• Deep understanding of govt procurement trends and compliance
• Presentation and Negotiation Skills: Expertise in delivering presentations and negotiating terms effectively.
• Analytical Problem Solving: Strong analytical skills to identify issues and develop innovative solutions.
• Product Knowledge: In-depth understanding of BD products and their applications.

• Customer Orientation: A relentless focus on meeting and exceeding customer expectations.
• Result Orientation: A dedication to achieving goals and delivering outstanding results.

• Branch Manager
• Regional Sales Manager
• ASM - Distributor Sales
• Regional Commercial Manager / Executive
• Marketing / Product Manager - Medical Systems
• Other Business Associates

• Doctors, Nurses, Paramedics
• Purchase Officers and Supply Chain Management
• Distributors Management & Liaoning