Area Sales Manager

Job Summary

We are seeking a dynamic and result-oriented sales professional to drive secondary and primary sales growth across assigned territories/accounts. The role involves strategic account planning, demand generation, distributor management, KOL engagement, product availability management, and market development initiatives within the healthcare/medical devices segment.

Key Responsibilities

Planning & Forecasting

• Develop and execute monthly account-wise sales plans to drive secondary sales leading to primary sales growth.
• Prepare weekly call plans and customer coverage schedules.
• Generate accurate monthly and quarterly sales forecasts for assigned territories/accounts.

Sales Execution & Territory Management

• Ensure adherence to Sales Force Effectiveness (SFE) parameters including:
• Call average
• Customer coverage
• Working days
• Prescription tracking
• Secondary sales monitoring
• Product demonstrations and sampling
• Drive prescription and demand generation activities for the product portfolio.
• Monitor liquidation of products through stockists and distributors via regular follow-ups and coordination with end users.
• Ensure timely and adequate product availability across assigned accounts.
• Manage and strengthen relationships with distributors and CFAs (Carry Forward Agents).
• Handle product and service quality complaints by coordinating with Sales, National Manager, PV, and Quality teams for timely resolution and closure.

KOL & Customer Engagement

• Engage and build relationships with Key Opinion Leaders (KOLs) to increase awareness and adoption of focus products.
• Execute marketing-led activations and KOL engagement initiatives within the territory.
• Conduct training and educational sessions for paramedical staff on product usage, reconstitution, and application guidelines.

Business Development & Strategic Initiatives

• Identify and drive new business development opportunities in existing and potential accounts.
• Understand unmet customer needs and develop account-specific growth strategies.
• Conduct market mapping and competitive analysis including:
• Tracking competitor activities
• Monitoring surgery volumes and market trends
• Gathering actionable market intelligence
• Support VAMP deployment in identified accounts.

Desired Candidate Profile

• Bachelor's degree in Life Sciences, Pharmacy, Biotechnology, or related field.
• 3–8 years of experience in medical devices, pharma, or healthcare sales.
• Strong understanding of hospital sales, distributor management, and KOL engagement.
• Excellent communication, negotiation, and relationship management skills.
• Ability to analyze market trends and execute strategic sales initiatives.
• Willingness to travel extensively within the assigned territory.

Preferred Skills

• Territory management
• Demand generation
• Distributor & channel management
• Market mapping & competitor analysis
• Stakeholder management
• Product training & demonstrations
• Forecasting & sales planning

Key Performance Indicators (KPIs)

• Secondary and primary sales achievement
• Customer coverage and call productivity
• Product availability and liquidation
• KOL engagement effectiveness
• New account development
• Market share growth within assigned territory