Area Sales Manager, Distribution

Becton Dickinson; Mumbai; On-site; INR 700,000 - 1,100,000; Full time

Job summary

Becton Dickinson in Mumbai is seeking a field sales professional to build BD Medical business by driving primary and secondary sales through distributors. Responsibilities include appointing and managing distributor networks, expanding territory, and ensuring timely order fulfillment and stock management.

You will engage with hospitals, labs and retailers, develop in-service programs, and coordinate with Supply Chain to forecast availability. BD offers growth in a global healthcare mission.

Qualifications

• Key competencies include distributor/distribution management, negotiation and presentation skills.
• Strong analytical problem solving, product knowledge and relationship skills.
• Excellent interpersonal and communication abilities, including handling objections.

Responsibilities

• Distribute management: profile efficient distributors and manage appointment decisions.
• Manage distributor inventory, sales orders and ensure on-time supply.
• Achieve weekly primary sales targets and drive secondary sales through channels.
• Expand coverage, appoint new distributors and broaden product range in territory.
• Implement price lists and ensure price stability; maintain stock & sales statements monthly.
• Coordinate with internal teams, forecast product availability, and train field staff.

Skills

Distributor management

Negotiation skills

Presentation skills

Analytical problem solving

Product knowledge

Relationship skills

Interpersonal skills

One-to-many communication

Objection handling

Key account mapping

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 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.
• 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.

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.

Primary Work Location

IND Mumbai - CHub Town Solaris 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.