Job ID R-491063 Date posted May 19, 2024

Be part of something bigger at BD. Here, you’ll help us share our innovative solutions with more clinics, physicians, pharmacies and medical entities which will in turn benefit the health and well-being of people and patients all over the nation. It’s an exciting, challenging and rewarding role, but you’ll be working from a place of strength thanks to our trusted name, and the belief in our products that you’ll quickly develop. Here, you’ll be channeling all your sales skills and experience into one singular goal: advancing the world of health™. At BD, you can make a true difference of one.

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Job Description Summary

Job Description

Position Title

Area Sales Manager - Hospital Sales





Reports to

Branch Manager


Graduate , MBA – Marketing (preferred)


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


  • Customer Orientation
  • Result Orientation

Contacts (Internal & External)


  • Regional Sales Manager
  • ASM – Distributor Sales
  • Regional Commercial Manager / Executive
  • Product Specialists – DHC
  • Marketing / Product Manager – Medical Systems
  • Other Business Associates


  • 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.

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Approved BY

Updated On

Primary Work Location

IND Mumbai - CHub Town Solaris

Additional Locations

Work Shift


Success Profile

What makes a successful Sales Professional at BD? Check out the top traits we’re looking for and see if you have the right mix.

  • Ambitious
  • Collaborative
  • Goal-oriented
  • Persuasive
  • Results-driven
  • Self-starter

Advancing the world of health™

BD is one of the largest global medical technology companies in the world and is advancing the world of health™ by improving medical discovery, diagnostics and the delivery of care. BD helps customers enhance outcomes, lower costs, increase efficiencies, improve safety and expand access to health care.

I’m proud to work at BDI Surgery and BD because the work we do every day optimizes surgical outcomes and enhances patients’ lives.

Rian Seger
VP Sales & Commercial Excellence

Every day we focus on bringing innovative solutions to patients living with diabetes. The patient is at the heart of everything we do.

Stacy Burch
VP Marketing and Commercial Excellence

Getting our customers the right information on time so they can focus on their science and diagnostics needs is why I come to work every day.

Jaime Humara
Vice President Global Marketing



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