Job Description
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Job Description:
Role Summary
The Area Sales Manager – Key Accounts will be responsible for driving sales growth within the hospital segment by developing strong relationships with key decision-makers, expanding product penetration, and managing distributor networks. The role focuses on strategic account management, hospital engagement, and market expansion within the assigned territory.
Key Responsibilities
Sales & Business Development
Execute sales and marketing strategies to drive overall territory sales and category growth.
Identify opportunities to expand business within hospital accounts and healthcare institutions.
Achieve sales targets, product penetration goals, and revenue objectives for the assigned territory.
Key Account Management
Develop strong relationships with Key Accounts, hospital administrators, procurement teams, and clinical decision-makers.
Defend and grow existing business while driving early adoption of new products and technologies.
Maintain continuous engagement with hospital personnel, medical professionals, and stakeholders.
Distribution & Market Expansion
Build and manage an effective distributor and channel partner network to improve market coverage.
Ensure availability and visibility of products across hospital channels.
Collaborate with distribution partners to improve territory penetration and service levels.
Cross-Functional Collaboration
Work closely with Regional Sales Managers, Marketing, and Scientific Affairs/Education teams to drive product adoption.
Maximize the impact of clinical education programs and marketing initiatives to generate demand.
Customer Engagement & Field Activity
Conduct regular customer visits, hospital rounds, and product demonstrations (ISP/OR activities).
Execute daily, weekly, and monthly field activity plans to drive demand generation.
Reporting & Market Intelligence
Maintain accurate and timely reporting of sales activities, customer interactions, and market insights in CRM systems.
Provide regular updates on competitive activities, hospital developments, and market opportunities.
Submit business reports and performance updates to the Regional Sales Manager.
Continuous Learning
Participate in sales training programs, workshops, and professional development initiatives.
Continuously improve product knowledge, sales skills, and industry expertise.
Education Qualification
Bachelor’s degree in Science, Pharmacy, Biomedical Engineering, Life Sciences, or related discipline preferred.
Experience
5–8 years of experience in medical device, healthcare, or hospital/institutional sales.
Proven experience in Key Account Management within hospitals or healthcare institutions.
Experience in managing distributors/channel partners and handling territory sales targets.
Exposure to clinical selling, operating room engagement, or hospital procurement processes is preferred.
Preferred Candidate Profile
Strong network with hospital administrators, purchase departments, and clinical stakeholders.
Demonstrated ability to drive product adoption and manage large hospital accounts.
Strong communication, negotiation, and relationship management skills.
Ability to analyze market trends, competitor activity, and customer needs to drive sales strategy.
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