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: 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 ResponsibilitiesCover 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 & SkillsPersuasive Communication Skills Presentation and negotiation Skills Analytical Problem Solving Product Knowledge

BD SUCCESS FACTORSCustomer Orientation Result Orientation

Contacts (Internal & External)
InternalBranch Managers Regional Sales Manager ASM - Distributor Sales Regional Commercial Manager / Executive Product Specialists - DHC Marketing / Product Manager - Medical Systems Other Business Associates

ExternalDoctors, 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