Area Sales Manager - Life Sciences

Position : Area Sales Manager

Location : Bangalore/Chennai

Education : B Tech / B Sc with MBA in Marketing ( desirable)

Exp Required: 6+ (Life Sciences Industry)

Skill: Life Sciences Industry / Reagent's equipment / Flow Cytometry.

Job Summary:

Overall responsibility to develop the assigned territory, manage topline and bottom-line, as an Individual contributors for both Clinical and Life Sciences flow business in the assigned geography, manage both Private and Govt Business in a complaint manner.

Role:

- Scan the market: Identifying potential customers; using the exiting list; adding to the list; visiting academia, doctors, hospitals, CRO, universities etc.

- Product promotion: Based on the scan, identifying potential customers; visiting customers, identifying their needs and explaining the products and benefits.

- Funnel management: Making their own prospect funnel list, identifying customer requirements and customer details; keeping track of timelines of execution; making and tracking their own database.

- Product presentation: Making a follow up appointment and demo the product; taking the potential customer to another customer's place to demo the product; else take the product to the customer's site; showing videos in case physical demo can't happen.

- Organising demos with customers: Setting up time with the customers; arranging for logistics support.

- Customer Support: Managing logistics; organising with distributors to ensure that the customer gets it o time; in case of any break-downs, contact the service person.

- Making quotations: Making the quote and submitting the quote, taking approvals from seniors where required.

- Negotiating with customers to agree on the quote.

- Taking the order: Signing the order form with the customer, managing tender follow up.

- Payment collection: Collecting money (cheques) from customer once the sale is completed, depositing cheque with accounts.

- Coordinating with other functions like service, applications, logistics, Finance.

- Bank guarantee coordination: LC generation for Government clients; submitting earnest money deposit; following up in case the bid doesn- t go their way.

- Pre-Installation Requisite: (PIR) Handling the site preparation; organising the basic requirements like printers, etc at the regional office level.

- Inventory of re-agents at customers and suppliers; ensuring stock at the customer site and reserve stock at the distributors site; checking with customers on items that are running short; educating the customer on what should be stocked.

- Distributor Management: Managing primary and secondary sales; keeping track of sales data

- Operating Term Lease: Tracking and monitoring the re-agents required at the customer site.

- Compliance: Following up of compliance on contracts; visiting customers to check this.

- Meeting with existing customers: Understanding their issues and what they can do better; sharing product literature; sending scientific emails etc

- Attending training programs

- Account management: Being the single point of contact with Large accounts, keeping in touch with these clients to better understand their emerging needs, providing support by mobilising resources or personally getting involved in meeting client's needs; bring proactive and anticipating their needs based on knowledge of the client's historical requirements hence forecasting their requirements at times.

- Tender Management: Handing the entire extent of documentation; strong understanding of the conditions of business; understanding bid requirements.

- Crisis management: Identifying how to get resources allocated, how to get things in order; pitching in to resolve someone else's crisis wherever required.

- Market intelligence: Surveying the market to keep abreast of latest events, recognizing potential tender price opening opportunities, working on new product launches.

- Dealing with Key Opinion Leaders (KOLs): Gaining buy-in with key leaders in the market, creating a reference, developing it, keeping the relationship going, understanding what the competition is doing.

Key Function:

- Territory Management

- Strong Funnel Management

- Manage company assets

- Manage local Distributors Performance

- Work with Service and Application support team

Important Competencies:

- Customer focus

- Agile

- Teamwork - must be able to work in a team environment.

- Ability to influence others - must be able to inform, convince, and persuade others to action on key initiatives.

- Results orientation - must deliver results

- DBS Mindset - Continuous improvement

- Communication- must be able to effectively communicating in both written and verbal forms

Abilities:

- Ability to accurately assess situation and create a countermeasure.

- Action oriented

- Ability to influence both internal & external customers

- Superior communications skills

- Negotiation skills

- Familiar with Sales & commercial process.

Qualification and Experience:

- B Tech / B Sc with MBA in Marketing ( desirable) and 6-8 Years experience in a progressive organization in Sales Function, experience with Life Sciences Industry and knowledge of Flow Cytometry is preferred