Area Sales Manager

Becton Dickinson; Chennai District; On-site; INR 900,000 - 1,300,000; Full time

Benefits offered by this job

Referral bonus

Job summary

Becton Dickinson in Chennai is seeking an Area Sales Manager to grow business across hospitals and labs by engaging key users, influencers and procurement officers, and by delivering education on the SM product range.

You will cover institutions, promote products, build relationships, manage distributors, and ensure timely orders and collections while targeting growth in the assigned area.

Qualifications

• Persuasive communication skills
• Presentation and negotiation skills
• Analytical problem solving
• Product knowledge
• Solution selling approach

Responsibilities

• Cover institution and customers (doctors, Phlebos, nurses, paramedics, retailers & distributors) as defined
• Promote product range as per norms
• Build and maintain relationships with all customers through an effective solution selling program with users, influencers and procurement agents
• Handle all customer complaints satisfactorily
• Gather market information on competitor activities, trends & practices and communicate them in a timely manner to the Manager – Hospital & Lab Sales and the concerned Marketing managers
• Ensure that orders generated from institutions are supplied on time and in full (quantity & range)
• Identify market opportunities and communicate them to Manager – Hospital & lab Sales and the concerned Marketing Manager
• Organize, conduct in-service workshops and train users on BD SM Biz products
• Manage distributors / retailers on aspects of stock planning, claim settlement and pricing
• Ensure that collections are made as per agreed norms from institutions where BD makes direct supplies
• Coordinate on a regular basis with other Medical System members on information sharing and communicating the same to relevant members in BD
• Identify tender/rate contract opportunities on institutions under coverage and ensure timely communication to sales manager- Hospital & Lab Sales and make submissions or same in a timely and proper manner
• Grow sales in area of influence by selecting and developing approved new accounts
• Broadening the product range/volume in the existing customer base
• Achieve targets as agreed with the Regional Sales Manager / sales organization
• Customer Profiling / Prospecting
• Must Call list updating / field reporting
• Secondary sales statement and monitoring

Skills

Persuasive communication

Presentation & negotiation

Analytical problem solving

Product knowledge

Solution selling

Job description

We are the people who give possibilities purpose BD is one of the largest global medical technology companies in the world. Advancing the world of health™ is our Purpose, and it’s no small feat. It takes the imagination and passion of all of us—from design and engineering to the manufacturing and marketing of our billions of MedTech products per year—to look at the impossible and find transformative solutions that turn dreams into possibilities.

Job Description Job Description Alert: This position is eligible for a referral bonus in line with the Associate Referral Policy. Referral Bonus Eligible

Excited to grow your career? We value our talented employees, and whenever possible strive to help one of our associates grow professionally before recruiting new talent to our open positions. Our people make all the difference in our success.

Position Title: Area Sales Manager Department – SM Division Location: Chennai Reports to Branch Manager or Regional Sales manager

Position Summary

The main purpose of this position is to grow the business in all key accounts (Hospitals and Labs) under coverage by creating demand for the SM Biz product through personal contacts with key users, influencers, and through education.

Principal Responsibilities

• Cover institution and customers (doctors, Phlebos, nurses, paramedics, retailers & distributors) as defined
• Promote product range as per norms.
• Build and maintain relationships with all customers through an effective solution selling program with users, influencers and procurement agents
• Handle all customer complaints satisfactorily.
• Gather market information on competitor activities, trends & practices and communicate them in a timely manner to the Manager – Hospital & Lab Sales and the concerned Marketing managers.
• Ensure that orders generated from institutions are supplied on time and in full (quantity & range).
• Identify market opportunities and communicate them to Manager – Hospital & lab Sales and the concerned Marketing Manager
• Organize, conduct in-service workshops and train users on BD SM Biz products.
• Manage distributors / retailers on aspects of stock planning, claim settlement and pricing
• Ensure that collections are made as per agreed norms from institutions where BD makes direct supplies.
• Coordinate on a regular basis with other Medical System members on information sharing and communicating the same to relevant members in BD.
• Identify tender/rate contract opportunities on institutions under coverage and ensure timely communication to sales manager- Hospital & Lab Sales and make submissions or same in a timely and proper manner.
• Grow sales in area of influence by selecting and developing approved new accounts.
• Broadening the product range/volume in the existing customer base.
• Achieve targets as agreed with the Regional Sales Manager / sales organization
• Customer Profiling / Prospecting
• Must Call list updating / field reporting
• Secondary sales statement and monitoring

Unique Knowledge & Skills

• Persuasive Communication Skills
• Presentation and negotiation Skills
• Analytical Problem Solving
• Product Knowledge
• Solution selling approach

Contacts (Internal & External)

• Internal
  • Branch Managers
  • Regional Sales Manager and sales organization
  • Regional Commercial Manager / Executive
  • Marketing / Product Manager – Medical Systems
  • Medical Affairs
  • Key Account Manager
  • Other Business Associates
• External
  • Doctors
  • Nurses
  • Paramedics
  • Purchase Officers
  • Retailers
  • Distributors
  • Hospital & Lab Suppliers
  • C‑Suite / KDMs of the hospitals

Critical Challenges

The key challenge in this position is to project BD or create an image of BD, as an organization promoting best medical practices in terms of education and retaining / growing key accounts.

Problem Solving & Decision Making

All issues related to Institutional sales are within the ambit of the Company’s rules and policies.

Management Level

JG 3 (P2/P3/M1)

Why Join Us?

To find purpose in the possibilities, we need people who can see the bigger picture, who understand the human story that underpins everything we do. We welcome people with the imagination and drive to help us reinvent the future of healthcare. At BD, you’ll discover a culture in which you can learn, grow and thrive. We believe that when people connect in person, we learn faster, collaborate more deeply, and build a stronger culture. Join us and enjoy a culture where face‑to‑face collaboration supports your learning, your progress, and your success. To learn more about BD visit https://bd.com/careers.

Becton, Dickinson, and Company is an Equal Opportunity Employer. We evaluate applicants without regard to 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, and other legally protected characteristics.

Required Skills

Optional Skills . Primary Work Location IND Chennai - Kochar Globe Additional Locations Work Shift BD is a leading global medical technology company that creates medical technology, devices and laboratory equipment for a variety of needs across the healthcare continuum. At BD, we are looking for candidates who possess passion, innovative solutions and a commitment to our one mission of improving access to groundbreaking medical and biotechnology services for people near and far, delivering state‑of‑the‑art technology and cutting‑edge research in the battle to fight and cure infectious diseases. With a global reach that extends across 50 countries worldwide, our network of professionals collaborates on effective measures to deliver enhanced patient quality such as lower health care delivery costs, improved health care and safety, and expanded health care for all. Join our company and see how you can become a part of one global mission to make a difference in human health.