Area Sales Manager, Hospital Sales

Job Description Summary

JOB DESCRIPTION : Area Sales Manager - Hospital Sales

Position Title

Area Sales Manager - Hospital Sales

Department

MDS

Location

Mumbai

Reports to

Branch Manager - Hospital Sales

Qualification

Graduate , MBA - Marketing (preferred)

Experience

2-3 years in Hospital channel of Pharma / Medical Company / MBA post MT Program

Position Summary

The main purpose of this position is to grow the business in all key accounts under coverage by

creating demand for the medical products through personal contacts with key users, influencers and through education.

Principal Responsibilities

Cover institution and customers (doctors, nurses, paramedics, retailers & distributors) as defined

Promote product range as peer norms.

Build and maintain relationships with all customers through an effective contact 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 Sales Manager - Hospital 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 it to Sales Manager - Hospital Sales and the concerned Marketing Manager

Organize, conduct in service workshops and train users on BD 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 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.

Maintain MIS in the agreed formats for

Customer Profiling / Prospecting

Must Call list updation / field reporting

Secondary sales statement and monitoring

Unique Knowledge & Skills

Persuasive Communication Skills

Presentation and negotiation Skills

Analytical Problem Solving

Product Knowledge

BD SUCCESS FACTORS

Customer Orientation

Result Orientation

Contacts (Internal & External)

Internal

Branch Managers

Regional Sales Manager

ASM - Distributor Sales

Regional Commercial Manager / Executive

Product Specialists - DHC

Marketing / Product Manager - Medical Systems

Other Business Associates

External

Doctors, Nurses, Paramedics

Purchase Officers

Retailers, Distributors, Hospital Suppliers

Infection Control Specialists

Critical Challenges

The key challenges 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 within the ambit of the Company's rules and policies.

Reviewed BY

Approved BY

Updated On

July 2025

Job Description

JOB DESCRIPTION : Area Sales Manager - Hospital Sales

Position Title

Area Sales Manager - Hospital Sales

Department

MDS

Location

Mumbai

Reports to

Branch Manager - Hospital Sales

Qualification

Graduate , MBA - Marketing (preferred)

Experience

2-3 years in Hospital channel of Pharma / Medical Company / MBA post MT Program

Position Summary

The main purpose of this position is to grow the business in all key accounts under coverage by

creating demand for the medical products through personal contacts with key users, influencers and through education.

Principal Responsibilities

• Cover institution and customers (doctors, nurses, paramedics, retailers & distributors) as defined
• Promote product range as peer norms.
• Build and maintain relationships with all customers through an effective contact 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 Sales Manager - Hospital 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 it to Sales Manager - Hospital Sales and the concerned Marketing Manager
• Organize, conduct in service workshops and train users on BD 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 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.
• Maintain MIS in the agreed formats for
• Customer Profiling / Prospecting
• Must Call list updation / field reporting
• Secondary sales statement and monitoring

Unique Knowledge & Skills

BD SUCCESS FACTORS

Contacts (Internal & External)

Internal

External

Critical Challenges

The key challenges 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 within the ambit of the Company's rules and policies.

Reviewed BY

Approved BY

Updated On

July 2025

Required Skills

Optional Skills

Primary Work Location

IND Mumbai - CHub Town Solaris

Additional Locations

Work Shift

Skills Required

Product Knowledge