Principal Responsibilities  
 
ü Cover institution and customers (doctors, Phlebos, nurses, paramedics, retailers & distributors) as defined 
ü Promote product range as per norms. 
ü Build and maintain relationships with all customers through an effective solution selling program with users, influencers and procurement agents 
ü Handle all customer complaints satisfactorily. 
ü Gather market information on competitor activities, trends & practices and communicate them in a timely manner to the Manager – Hospital & Lab Sales and the concerned Marketing managers. 
ü Ensure that orders generated from institutions are supplied on time and in full (quantity & range). 
ü Identify market opportunities and communicate them to Manager – Hospital & lab Sales and the concerned Marketing Manager 
ü Organize, conduct in-service workshops and train users on BD IDS SM Biz products. 
ü Manage distributors / retailers on aspects of stock planning, claim settlement and pricing 
ü Ensure that collections are made as per agreed norms from institutions where BD makes direct supplies. 
ü Coordinate on a regular basis with other Medical System members on information sharing and communicating the same to relevant members in BD. 
ü Identify tender/rate contract opportunities on institutions under coverage and ensure timely communication to sales manager- Hospital & Lab Sales and make submissions or same in a timely and proper manner. 
ü Grow sales in area of influence by selecting and developing approved new accounts. Broadening the product range/volume in the existing customer base. 
ü Achieve targets as agreed with the Regional Sales Manager / sales organization  
ü Maintain MIS in the agreed formats for  
Ø Customer Profiling / Prospecting 
Ø Must Call list updating / field reporting 
Ø Secondary sales statement and monitoring 
 
 
Unique Knowledge & Skills 
 
- Persuasive Communication Skills 
- Presentation and negotiation Skills 
- Analytical Problem Solving  
- Product Knowledge 

- Solution selling approach 

 
Contacts (Internal & External) 
 
Internal 
ü Branch Managers 
ü Regional Sales Manager and sales organization 
ü Regional Commercial Manager / Executive 
ü Marketing / Product Manager – Medical Systems 

Ü Medical Affairs 

Ü Key Account Manager 
ü Other Business Associates 
  

External 
- Doctors, Nurses, Paramedics,   
- Purchase Officers 
- Retailers, Distributors, Hospital & Lab Suppliers 
- C-Suite / KDMs of the hospitals 
 
Critical Challenges 
 
The key challenge 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 are within the ambit of the Company’s rules and policies. 

At BD, we prioritize on-site collaboration because we believe it fosters creativity, innovation, and effective problem-solving, which are essential in the fast-paced healthcare industry. For most roles, we require a minimum of 4 days of in-office presence per week to maintain our culture of excellence and ensure smooth operations, while also recognizing the importance of flexibility and work-life balance. Remote or field-based positions will have different workplace arrangements which will be indicated in the job posting.