Area Sales Manager - Distribution

Job Description Summary

Job Description

Position Title

Area Sales Manager - Distribution

Department

MDS

Location

Mumbai

Reports to

Branch Manager/ Regional Sales Manager

Qualification

Science Graduate/ B-Pharm or MBA

Experience

3-5 years in Sales or MBA post MT Program

Position Summary

To 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 Challenges

The 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 Making

All issues related to sales in the territory within the ambit of the company s rules and policies

Required Skills

Optional Skills

.

Primary Work Location

IND Mumbai - CHub Town Solaris

Additional Locations

Work Shift

Becton, Dickinson and Company is an Equal Opportunity/Affirmative Action Employer. We do not unlawfully discriminate on the basis of race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectional or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status, or any other protected status.