Job Description Summary
Clinical Conversions
Achieve primary and secondary sales targets and grow the business in Hospitals / Nursing homes under coverage by creating demand for the BD products through personal contacts with key users, influencers and through education.
Maintain primary and secondary sales targets
Build strong distribution channel of stockiest and sub stockiest
Drive Clinical engagements / MDPs / In-Service programs/ Ward workshops etc.
Build & nurture KOL relationships
Job Description
Secondary sales Management
To cover end customers and trade as defined and to build / maintain long term relationship.
Generate and grow secondary sales from Hospitals & Nursing Homes /Lab and liquidation of stocks in the distribution chain.
Grow sales in the area of influence by selecting and developing approved new accounts. Broadening the product range / volume in the existing customer base.
End User work:
Cover institution and customers (doctors, nurses, paramedics.) as defined.
Promote product range as per norms defined.
Build and maintain relationships with all customers through an effective contact program with users, influencers and procurement agents.
Organize, conduct in-service workshops and train users on BD products.
Handle all customer complaints satisfactorily.
Work in an account extensively (covering various departments) to ensure usage of new products introduced.
Distributor Management:
To build BD business within his / her assigned markets by:
Closely working the Channel Partners
Timely sales collection.
Development of sales in the Hospitals & Nursing homes.
Ensure that orders generated from customers are supplied on time and in full (quantity & range).
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.
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.
Unique Skills & Knowledge
Commercial/ Financial (ROI specifically) acumen
Distributor / Distribution Management
Ability to handle stress
Negotiation skills
Relationship skills
Interpersonal skills
One to many communication ( resulting in good ISP’s)
Objection handling techniques
Key account mapping
Presentation and negotiation skills
Clinical understanding
Analytical problem solving
Product knowledge
Clinical skills
BD SUCCESS FACTORS
Stretch / Result orientation
Analytical Problem solving
Decisiveness
Customer focus
Action orientation
Ethical fitness
Building team spirit
Required Skills
Optional Skills
.
Primary Work Location
IND Kolkata - Awfis Space Solutions
Additional Locations
Work Shift