Job Summary

The Area Sales Manager - Trade is responsible for driving profitable growth through effective management of the distribution network, key trade partners, and institutional accounts within the assigned territory. The role requires strong execution of BD's go-to-market strategy, ensuring compliance, and building sustainable business relationships with distributors, VARs, and healthcare institutions.

Key Responsibilities

1. Business Performance & Growth Delivery

- Deliver secondary sales targets aligned with BD's annual operating plan (AOP).
- Drive consistent double-digit growth through market expansion and account penetration.
- Ensure optimal product mix with a focus on strategic and high-margin portfolios.
- Develop and execute territory business plans with transparent growth levers.

2. Channel Management & Distributor Effectiveness

- Appoint, develop, and manage distributors, RDS, and VAR partners in line with BD policies.
- Drive distributor ROI, inventory turns, and working capital efficiency.
- Ensure adherence to BD credit policies, NACH mandates, and payment timelines.
- Monitor stock levels and ensure availability of critical SKUs to avoid revenue loss.

3. Key Account & Institutional Engagement

- Build and manage relationships with hospital procurement heads, KOLs, and decision-makers.
- Support institutional conversions through clinical and commercial engagement.
- Facilitate tender participation, pricing alignment, and commercial negotiations.
- Ensure seamless execution of supply models (direct/indirect transitions where applicable).

4.



Market Development & Demand Generation

- Drive clinical engagement programs (AMCs, CMEs, Frontliners, Nursing Forums).
- Ensure effective execution of product launches and awareness initiatives.
- Conduct product training for distributor teams, clinicians, and nurses.
- Capture competitive intelligence and provide actionable market insights.

5. Team Leadership & Capability Building

- Lead, coach, and develop TSEs/Associates to deliver high performance.
- Conduct regular field visits to drive in-clinic execution excellence.
- Build a strong performance-driven culture aligned to BD values.
- Identify and groom talent for future leadership roles.

6. Compliance, Governance & Process Adherence

- Ensure strict adherence to BD compliance policies, pricing guidelines, and audit requirements.
- Maintain accurate and timely reporting (sales forecasts, AR, inventory, demand planning).
- Ensure timely submission of expenses via Concur and documentation for audits.
- Uphold BD's ethics, integrity, and governance standards in all transactions.

7. Cross-Functional Collaboration

- Work closely with Supply Chain, Finance, Marketing, and Customer Service teams.




- Ensure timely order processing, dispatch, and issue resolution.
- Collaborate on demand planning to prevent stock-outs and excess inventory.

Key Performance Indicators (KPIs)

- Secondary Sales Achievement vs Target
- Distributor Performance & ROI
- AR Collection & Credit Compliance
- Market Share Growth & New Account Acquisition
- Execution of Clinical Engagement Initiatives
- Forecast Accuracy & Inventory Management

Educational Qualifications

- Graduate (Science/Commerce preferred)
- MBA (Sales/Marketing) preferred

Experience

- 5-8 years of relevant experience in Trade Sales (Medical Devices / Pharma preferred)
- Proven track record in distribution management and institutional sales
- Experience in handling government tenders and large hospital accounts preferred

Key Competencies

- Business Acumen & Result Orientation
- Customer & Stakeholder Focus
- Negotiation & Influencing Skills
- Execution Excellence
- Analytical Thinking
- Team Leadership & Coaching

Behavioral Competencies (BD Expectations)

- Integrity & Compliance First
- Accountability & Ownership
- Collaboration & One BD Mindset
- Customer-Centric Approach
- Continuous Improvement & Innovation

Travel Requirement

- Extensive travel within the assigned territory

Disclaimer : This job posting has been aggregated from external source. Role details, content, and availability are subject to change. Applicants are advised to confirm the latest information directly on the company website before applying.

📌 Area Sales Manager - Trade (Gurugram)
🏢 Becton Dickinson
📍 Gurugram