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

• 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

Required Skills

Optional Skills

.

Primary Work Location

IND Mumbai - CHub Town Solaris

Additional Locations

Work Shift