Job Description Summary

Job Description

• To drive revenue, profit and customer satisfaction objectives in assigned geographical territory
  through appropriate supervision and coaching and development of front-line sales associates, adherence to BD values and commercial framework and driving a differentiated BD MDS image through customer relationship management.
• Exceed or achieve assigned financial and operational goals for the branch and developing a significant competitive advantage in all the branch's territories.
• Lead, motivate, train, inspire, and encourage the associates.

Principal Responsibilities

Drive Revenue targets

• In order to achieve by month and by quarter, product wise, territory wise branch financial objectives

Leading edge distributor management / liaison management through identifying right channel partners, managing through systems (inventory, accounts receivables, ROI etc.)

• In order to build long term sustainable/profitable distributor relationships and attain appropriate division of market management efforts between BD sales associates and distributors

Create and maintain excellent customer interface through leading edge customer focus and key account management, presentation skills, problem solving abilities and negotiation skills.

• In order to drive BD's competitive advantage, differentiated market position and achieving well leveraged customer contracts.

Administer associate wise product forecasting discipline, parallel coordinating with commercial/ supply chain towards timely product availability, minimizing expiry/unwanted/non moving products and ensuring collection discipline.

• In order to achieve branches forecast accuracy targets, adhere to S&OP process and ensuring zero loss of sales due to product non availability

MIS reporting in coordination with the sales coordinator in order to keep the business leadership / marketing updated / engaged on branch market situation.

• In order to engage all appropriate support resources and have database in place on branch performance.

Identifying the need of marketing programs in assigned territory, Influence  marketing resources for adequate support and ensure timely execution of the same through self and teams efforts

• In order to Ensure a clinically differentiated BD MDS image within customers in territory

Select / hire / assemble and coach people from inside / outside the organization in collaboration with the HR business partner and drive a stretch oriented high performance culture.

• In order to build a best in class team.

Unique Skills & Knowledge

• Interpersonal skills
• Planning and organizing,
• Customer relationship management skills
• Communication skills
• Process orientation
• Business acumen (Numerical skills)
• Distribution management
• Well versed with Ms – Office , SAP

BD Success Factors

• Adherence to BD Values (High personal ethics)
• Entrepreneurial initiative (action oriented, drive for results, dealing with ambiguity)
• Customer focus
• Learning agility
• Leadership qualities

Contacts (Internal & External)

Internal

• Director BD MDS & business manager
• Product and marketing Manager
• BDX Peers  
• Front end sales teams
• Regional Commercial Teams
• Supply Chain Planners
• Sales Coordinator/bus analyst
• HR partner

External

• Customers (Existing and Potential in Labs, Hospitals, CROs, Institutions and Purchase Organisations)
• Potential Hires
• Instrument Company (Regional Sales Leaders and Regional Service / Application Leaders)
• State government key officials
• Liaison Agents
• Distributors

Required Skills

Optional Skills

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Primary Work Location

Additional Locations

Work Shift