Area Sales Manager

Solventum; Bengaluru; Hybrid; INR 1,500,000 - 2,100,000; Full time

Job summary

Solventum in Bengaluru is seeking an Area Sales Manager to drive revenue across hospitals and healthcare institutions. You will manage strategic accounts, develop business plans, and coordinate with clinicians, procurement teams, and administrators to grow medical device adoption.

The role requires 5–10 years in medical devices or pharma sales, with a track record of meeting targets. Hybrid work setup in Bengaluru and travel around 40% is expected.

Qualifications

• Bachelor's degree in Life Sciences, Pharmacy, Nursing, Biotechnology, or related field.
• MBA in Sales/Marketing preferred.
• 5–10 years of sales experience in Medical Devices, Healthcare or Pharma.
• Experience handling corporate hospital chains and key healthcare accounts.
• Proven track record of achieving sales targets and managing large accounts.

Responsibilities

• Manage and grow assigned key accounts including corporate hospitals, government institutions, and healthcare chains.
• Develop and execute account-specific business plans.
• Build relationships with decision-makers, clinicians, procurement managers, and hospital administrators.
• Ensure high customer satisfaction and retention.
• Support the team and Channel Partner in resolving day-to-day issues.
• Willingness to be on-call for customers and colleagues.
• Achieve monthly, quarterly, and annual sales targets.
• Identify new opportunities within existing accounts and acquire new strategic customers.
• Drive product utilization and market penetration.
• Prepare sales forecasts and pipeline reports.
• Demonstrate medical device products and solutions to healthcare professionals.
• Coordinate product evaluations, trials, and demonstrations.
• Support physicians and healthcare staff during product implementation.
• Work closely with clinical specialists and application teams.
• Participate in hospital tenders and government procurement processes.
• Prepare quotations, proposals, and commercial agreements.
• Negotiate pricing and contract terms while maintaining profitability.
• Develop relationships with Surgeons, Physicians, Department Heads, Hospital Administrators, Procurement Teams, Biomedical Engineers, Supply Chain Managers.
• Monitor competitor activities, pricing, and market trends.
• Identify emerging opportunities and customer needs.
• Provide market feedback to marketing and product management teams.
• Coordinate with Marketing, Clinical Support, Service, Regulatory, and Supply Chain teams.
• Ensure smooth order processing, installation, and after-sales support.
• Support new product launches and promotional activities.

Skills

Medical device knowledge

CRM & sales analytics

Negotiation & influencing

Presentation & communication

Strategic account planning

Relationship management

Problem solving

Stakeholder management

Education

Bachelor's degree in Life Sciences, Pharmacy, Nursing, Biotechnology or related

MBA in Sales/Marketing preferred

Tools

CRM software

Job description

Job Summary

The Area Sales Manager is responsible for managing strategic healthcare accounts, driving sales growth, developing long-term customer relationships, and ensuring successful adoption of medical device products across hospitals, healthcare institutions and key healthcare providers. The role involves collaborating with clinicians, procurement teams and hospital management to achieve business objectives.

Key Responsibilities

• Account Management
  • Manage and grow assigned key accounts including corporate hospitals, government institutions, and healthcare chains.
  • Develop and execute account-specific business plans.
  • Build strong relationships with decision-makers, clinicians, surgeons, procurement managers, and hospital administrators.
  • Ensure high customer satisfaction and retention.
  • Support the team and Channel Partner in resolving issues of day-to-day business.
  • Willingness to be on-call whenever sought for any by customer and colleagues.
• Sales Business Development
  • Achieve monthly, quarterly, and annual sales targets.
  • Identify new opportunities within existing accounts and acquire new strategic customers.
  • Drive product utilization and market penetration.
  • Prepare sales forecasts and pipeline reports.
• Clinical Product Support
  • Demonstrate medical device products and solutions to healthcare professionals.
  • Coordinate product evaluations, trials, and clinical demonstrations.
  • Support physicians and healthcare staff during product implementation.
  • Work closely with clinical specialists and application teams.
• Tender Contract Management
  • Participate in hospital tenders and government procurement processes.
  • Prepare quotations, proposals, and commercial agreements.
  • Negotiate pricing and contract terms while maintaining profitability.
• Stakeholder Engagement
  • Develop relationships with:
    • Surgeons and Physicians
    • Department Heads
    • Hospital Administrators
    • Procurement Teams
    • Biomedical Engineers
    • Supply Chain Managers
• Market Intelligence
  • Monitor competitor activities, pricing, and market trends.
  • Identify emerging opportunities and customer needs.
  • Provide market feedback to marketing and product management teams.
• Cross-functional Collaboration
  • Coordinate with Marketing, Clinical Support, Service, Regulatory, and Supply Chain teams.
  • Ensure smooth order processing, installation, and after-sales support.
  • Support new product launches and promotional activities.

Key Performance Indicators (KPIs)

• Revenue and profitability growth.
• Sales target achievement (%).
• New account acquisition.
• Account retention rate.
• Product adoption and utilization.
• Tender win ratio.
• Customer satisfaction scores.
• Market share growth.

Educational Qualifications

• Bachelors degree in Life Sciences, Pharmacy, Nursing, Biotechnology, or related field.
• MBA in Sales/Marketing preferred.

Experience

• 5-10 years of sales experience in Medical Devices, Healthcare or Pharma.
• Experience handling corporate hospital chains and key healthcare accounts.
• Proven track record of achieving sales targets and managing large accounts.

Technical Skills

• Medical device product knowledge.
• Healthcare procurement processes.
• Tender management.
• CRM and sales analytics.

Behavioral Skills

• Relationship management.
• Strategic account planning.
• Negotiation and influencing.
• Presentation and communication skills.
• Business acumen.
• Problem-solving and stakeholder management.

Location Travel

Base Work Location: Bangalore (Hybrid)

Travel: 40% Office Commute