Area Sales Manager

BD

  • Gurgaon, Haryana
  • Permanent
  • Full-time
  • 12 days ago
Job Description SummaryJob DescriptionPosition TitleArea Sales Manager - DistributionDepartmentNTLocationGorakhpurReports toBranch Manager/ Regional Sales ManagerQualificationScience Graduate/ B-Pharm or MBAExperience3-5 years in Sales or MBA post MT ProgramPosition SummaryTo build BD Medical business within his/her assigned markets by driving primary and secondary sales through distributors.Primary Sales:
  • Setting up the distributor network in area under coverage
  • Appointing, supervising and managing distributor related activities.
  • Generation of Primary sales and supervising, aiding and tracking secondary sales.
  • Execution of primary sales and sales collection.
Secondary Sales:
  • Development of alternative distribution channels to reach retail: Nursing home, Path Labs and General Practitioner and Chemists
  • Wholesale channel.
  • Direct delivery to retail: own DSR / delivery
  • 3rd party entrepreneurs like Suppliers
  • Managing third party sales force (TSE/DSE)
Account conversions:
  • With direct working in the accounts (Hospitals/ NH/ Labs/ Institutes) and generate demand through end user work. (driving In-Service programs)
Principal Responsibilities (Accountability)
  • Distributor Management
  • Profile efficient distributors in the coverage territory and recommend appointment / termination of the same to the Regional Sales Manager/ Branch Manager as per business requirement.
  • Managing distributor inventory / sales orders
  • Achieve mutually agreed primary sales target, product wise, on weekly basis.
  • Growth of the sales through geographical expansion after assessing the potential of the new area and the viability of appointing a distributor.
  • Implement the price list at each level of the customer segment and ensure price stability.
  • Ensure that orders generated from customers are supplied on time and in full (quantity & range).
  • Grow sales in the area of influence by selecting and developing approved new accounts. Broadening the product range / volume in the existing customer base.
  • Maintaining optimum level of RDS inventory.
  • Timely submission of Claims, check and verify the claims and ensure the proper utilization of promotional materials
  • Ensure the timely submission of Stocks and Sales statement along with sales summary on monthly basis
  • Secondary sales Management
  • To cover end customers and trade as defined and to build / maintain long term relationship.
  • Generate and grow secondary sales from Nursing Homes, Path Labs & General Practitioners and liquidation of stocks in the distribution chain of wholesalers and suppliers.
  • Process adherence
  • 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.
  • Coordinate on a regular basis with other Medical System members and supply chain function on information sharing and communicating the same to relevant members in BD.
  • 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.
  • End user work
  • Handle all customer complaints satisfactorily.
  • Organize, conduct in-service workshops and train users on BD products.
  • Market understanding
  • Provide feedback on the effectiveness of the existing trade scheme and give recommendation for the most appropriate scheme.
  • Develop understanding of how trade operates and acquire skills to deal with them.
  • Gather market information on competitor activities, trends & practices and communicate them in a timely manner to National Sales Manager and the concerned Marketing Managers.
  • Identify market opportunities and communicate it to Regional Sales Manager and the concerned Marketing Manager.
  • People Management
  • Train, guide, coach and develop Territory Sales Executive on daily filed work plans and sales generation
Key Competencies (Knowledge & Skills)
  • Commercial/ Financial (ROI specifically) acumen
  • Distributor / Distribution Management
  • Ability to handle stress
  • Negotiation 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
  • Relationship skills
  • Interpersonal skills
BD SUCCESS FACTORS
  • Stretch / Result orientation
  • Analytical Problem solving
  • Decisiveness
  • Customer focus
  • Action orientation
  • Ethical fitness
  • Building team spirit
Contacts (Internal & External)Internal
  • Regional Sales Manager
  • Branch Manager
  • ASM- Hospital
  • Regional Commercial Manager / Executive
  • Product Specialists – DHC
  • Business Managers – Medical Systems
  • Other Business Associates
External
  • RDS
  • Purchase Officer
  • Retailers, Wholesales, Distributors
  • Anesthetist, KOL, Nurses
Critical ChallengesThe key challenges in this position is identification of potential territories / customers, conversion of customers, Distributor Management, expansion of sales, sales forecasting and price implementation in the allocated territory.Problem Solving & Decision MakingAll issues related to sales in the territory within the ambit of the company’s rules and policiesReviewed BYApproved BYUpdated OnPrimary Work Location IND Gurgaon - We WorkAdditional LocationsWork Shift

BD