Job Description Summary

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.





 End user work
 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.



Problem Solving & Decision Making

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.

• End user work

• 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.

Problem Solving & Decision Making

Required Skills

Optional Skills

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Primary Work Location

IND Ahmedabad - Regus

Additional Locations

Work Shift