Job Description Summary

Job Description

position Title: Sales Executive - Distribution

Department: NT, Durgapur

Reports to: Branch Manager/ Regional Sales Manager

Qualification: Science Graduate/ B-Pharm or MBA

Experience: 2-3 years in Sales

Updated: March 2008

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.

Primary Work Location

IND Kolkata - Awfis Space Solutions

Additional Locations

Work Shift

Becton, Dickinson and Company is an Equal Opportunity/Affirmative Action Employer. We do not unlawfully discriminate on the basis of race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectional or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status, or any other protected status.