Job Description Summary

Job Description

• To build BD Medical business within his/her assigned markets by driving primary and secondary sales through distributors.
• Primary Sales:

  
  o Setting up the distributor network in area under coverage
  o Appointing, supervising and managing distributor related activities.
  o Generation of Primary sales and supervising, aiding and tracking

  secondary sales.

  
  o Execution of primary sales and sales collection.
  Secondary Sales:
  o Development of alternative distribution channels to reach retail:
  Nursing home, Path Labs and General Practitioner and Chemists
  Wholesale channel.
  Direct delivery to retail: own DSR / delivery
  3rd party entrepreneurs like Suppliers

  
  Account conversions:

  
  o With direct working in the accounts (Hospitals/ NH/ Labs/ Institutes)
  and generate demand through end user work. (driving In-Service
  programs)
  2. Principal Accountabilities

  
  Distributor Management

  
  Profile efficient distributors in the coverage territory and recommend
  appointment / termination of the same to the Regional Sales Manager/
  Branch Manager as per business requirement.
  Managing distributor inventory / sales orders
  Achieve mutually agreed primary sales target, product wise, on weekly
  basis.
  Growth of the sales through geographical expansion

  Position Title: Sales Executive - Distribution
  Department: Medical
  Reports to: Branch Manager/ Regional Sales Manager
  Qualification: Science Graduate/ B-Pharm or MBA
  Experience: 2-3 years in Sales

  Potential of the new area and the viability of appointing a distributor.
  Implement the price list at each level of the customer segment and ensure
  price stability.
  Ensure that orders generated from customers are supplied on time and in
  full (quantity & range).
  Grow sales in the area of influence by selecting and developing approved
  new accounts. Broadening the product range / volume in the existing
  customer base.
  Maintaining optimum level of RDS inventory.
  Timely submission of Claims, check and verify the claims and ensure the
  proper utilization of promotional materials
  Ensure the timely submission of Stocks and Sales statement along with
  sales summary on monthly basis

  
  Secondary sales mgmt

  
  To cover end customers and trade as defined and to build / maintain long
  term relationship.
  Generate and grow secondary sales from Nursing Homes, Path Labs &
  General Practitioners and liquidation of stocks in the distribution chain of
  wholesalers and suppliers.

  
  Process adherence

  
  Maintaining and updating MIS in the agreed formats for the following :
  Customer profiling, Must Call List, conversion status evaluation, Stock &
  Sale statement, Town wise sales data, Product wise / town wise sales
  achievement & trends, activity details.
  Manage trade schemes in the most cost effective manner and claim
  settlement within the specified time frame.
  Adhere to the company norms of field work and reporting.
  Coordinate on a regular basis with other Medical System members and
  supply chain function on information sharing and communicating the same
  to relevant members in BD.
  Ensure proper forecasting of product is provided to Regional Sales
  Manager within the agreed time frame and continuously follow up on
  availability of products with him / her and the Supply Chain function.
  End user work.
  Handle all customer complaints satisfactorily.
  Organize, conduct in-service workshops and train users on BD products.
  Market understanding
  Provide feedback on the effectiveness of the existing trade scheme and
  give recommendation for the most appropriate scheme.
  Develop understanding of how trade operates and acquire skills to deal
  with them.
  Gather market information on competitor activities, trends & practices and
  communicate them in a timely manner to National Sales Manager and the
  concerned Marketing Managers.
  Identify market opportunities and communicate it to Regional Sales
  Manager and the concerned Marketing Manager.
  People mgmt
  Train, guide, coach and develop Territory Sales Executive on daily filed
  work plans and sales generation.
  3. Critical Challenges
  The key challenges in this position is identification of potential territories /
  customers, conversion of customers, Distributor Management, expansion of
  sales, sales forecasting and price implementation in the allocated territory.
  4. Unique Knowledge & Skills
  Commercial/ Financial (ROI specifically) acumen
  Distributor / Distribution Management
  Ability to handle stress
  Negotiation skills
  Objection handling techniques
  Key account mapping
  Presentation and negotiation skills
  Clinical understanding
  Analytical problem solving
  Product knowledge
  Relationship skills
  Interpersonal skills
  BD SUCCESS FACTORS
  Stretch / Result orientation
  Analytical Problem solving
  Decisiveness
  Customer focus
  Action orientation
  Ethical fitness
  Building team spirit
  5. Contacts
  Internal External
  Regional Sales Managers
  Branch Manager RDS
  ASM Hospital Sales Purchase Officers
  Regional Commercial Manager / Executive Retailers, Wholesales, Distributors
  Product Specialists DHC Anesthetist, KOL, Nurses,
  Business Managers Medical Systems
  Other Business Associates
  6. Problem Solving and Decision Making
  All issues related to sales in the territory within the am
  and policies.

Required Skills

Optional Skills

.

Primary Work Location

Additional Locations

Work Shift