Area Sales Manager – Trade (Lucknow)

Becton Dickinson; Gurugram District; On-site; INR 1,200,000 - 2,400,000; Full time

Job summary

Becton, Dickinson and Company (BD) in Gurgaon, India, is seeking an Area Sales Manager – Trade to drive profitable growth through distributors, VARs, and institutional accounts within the territory.

You will implement BD’s go‑to‑market strategy, manage channel partners, and ensure compliant, high‑impact execution of sales plans, tender participation, and pricing negotiations. Extensive travel within the territory is expected.

Qualifications

• Graduate with relevant background in sales or commerce.
• MBA preferred for sales/marketing leadership roles.
• Experience in medical devices/pharma trade channels and government tenders is advantageous.

Responsibilities

• Drive secondary sales and double‑digit growth through distributors, RDS, and VARs.
• Appoint, develop and manage distributors; monitor ROI, inventory turns and credit compliance.
• Engage hospital procurement heads and clinicians; support institutional conversions and tender participation.
• Lead field teams, conduct training and field visits to improve in‑clinic execution.
• Ensure adherence to pricing policies, compliance, and timely reporting.

Skills

Territory sales

Distributor management

Key account management

Trade sales

Negotiation

Channel strategy

Education

Graduate (Science/Commerce)

MBA (Sales/Marketing)

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\u2122 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 Role Summary: The Area Sales Manager – Trade is responsible for driving profitable growth through effective management of the distribution network, key trade partners, and institutional accounts within the assigned territory. The role requires strong execution of BD’s go-to-market strategy, ensuring compliance, and building sustainable business relationships with distributors, VARs, and healthcare institutions.

Key Responsibilities

1. Business Performance & Growth Delivery Deliver secondary sales targets aligned with BD’s annual operating plan (AOP). Drive consistent double-digit growth through market expansion and account penetration. Ensure optimal product mix with a focus on strategic and high-margin portfolios. Develop and execute territory business plans with clear growth levers.
2. Channel Management & Distributor Effectiveness Appoint, develop, and manage distributors, RDS, and VAR partners in line with BD policies. Drive distributor ROI, inventory turns, and working capital efficiency. Ensure adherence to BD credit policies, NACH mandates, and payment timelines. Monitor stock levels and ensure availability of critical SKUs to avoid revenue loss.
3. Key Account & Institutional Engagement Build and manage relationships with hospital procurement heads, KOLs, and decision-makers. Support institutional conversions through clinical and commercial engagement. Facilitate tender participation, pricing alignment, and commercial negotiations. Ensure seamless execution of supply models (direct/indirect transitions where applicable).
4. Market Development & Demand Generation Drive clinical engagement programs (AMCs, CMEs, Frontliners, Nursing Forums). Ensure effective execution of product launches and awareness initiatives. Conduct product training for distributor teams, clinicians, and nurses. Capture competitive intelligence and provide actionable market insights.
5. Team Leadership & Capability Building Lead, coach, and develop TSEs/Associates to deliver high performance. Conduct regular field visits to drive in-clinic execution excellence. Build a strong performance-driven culture aligned to BD values. Identify and groom talent for future leadership roles.
6. Compliance, Governance & Process Adherence Ensure strict adherence to BD compliance policies, pricing guidelines, and audit requirements. Maintain accurate and timely reporting (sales forecasts, AR, inventory, demand planning). Ensure timely submission of expenses via Concur and documentation for audits. Uphold BD’s ethics, integrity, and governance standards in all transactions.
7. Cross-Functional Collaboration Work closely with Supply Chain, Finance, Marketing, and Customer Service teams. Ensure timely order processing, dispatch, and issue resolution. Collaborate on demand planning to prevent stock-outs and excess inventory.

Key Performance Indicators (KPIs)

• Secondary Sales Achievement vs Target
• Distributor Performance & ROI
• AR Collection & Credit Compliance
• Market Share Growth & New Account Acquisition
• Execution of Clinical Engagement Initiatives
• Forecast Accuracy & Inventory Management

Educational Qualifications

• Graduate (Science/Commerce preferred)
• MBA (Sales/Marketing) preferred

Experience

• 5–8 years of relevant experience in Trade Sales (Medical Devices / Pharma preferred)
• Proven track record in distribution management and institutional sales
• Experience in handling government tenders and large hospital accounts preferred

Key Competencies

• Business Acumen & Result Orientation
• Customer & Stakeholder Focus
• Negotiation & Influencing Skills
• Execution Excellence
• Analytical Thinking
• Team Leadership & Coaching

Behavioral Competencies (BD Expectations)

• Integrity & Compliance
• First Accountability & Ownership
• Collaboration & One BD Mindset
• Customer-Centric Approach
• Continuous Improvement & Innovation

Travel Requirement: Extensive travel within the assigned territory

Why Join BD:

• Opportunity to work with a global leader in medical technology
• Strong focus on clinical excellence and patient safety
• High-performance, growth-oriented culture

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 Gurgaon - Aurbis Summit 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.