Area Sales Manager

Job description

Work Flexibility: Field-based Essential duties & responsibilities: Key Responsibilities 1. Sales Execution & Market Growth Achieve Targets: Deliver monthly, quarterly, and annual sales and profitability goals for the assigned territory. Market Penetration: Identify and convert new business opportunities through competitive conversions and territory mapping. Technology Upgrades: Transition existing customers to newer technologies, ensuring the portfolio remains the standard of care in the region. 2. Clinical & Customer Engagement Surgeon Relations: Build and maintain deep relationships with Key Opinion Leaders (KOLs) and orthopedic surgeons to promote specialized sports medicine solutions. Direct Promotion: Conduct clinical demonstrations and presentations to individual doctors and hospital procurement committees. Key Account Management: Retain and grow high-volume accounts to expand the customer pool and brand loyalty. In OR consultation: Promote safe and effective use of Stryker products within the OR 3. Channel & Pipeline Management Distributor Leadership: Identify, develop, and manage a high-performing distributor network to ensure seamless product availability and service. Pipeline Accuracy: Create and monitor lead generation plans, ensuring a substantive sales funnel to provide predictable revenue forecasts. Tender & Govt. Business: Proactively identify and lead participation in government tenders and institutional business opportunities. 4. Operational Excellence Asset Management: Ensure the efficient and strategic use of company demo units to maximize ROI and clinical exposure. Collaboration: Work closely with the sales supervisory organisation and cross-functional teams (Marketing/Service) to align on regional strategies and market needs. Education Minimum Requirement: Bachelor’s Degree in Science, Pharma, Bio-Medical Engineering, or a related field. Preferred: MBA or Post-Graduate Diploma in Management/Marketing from a reputable institute. Professional Experience Industry Expertise: 4–6 years of high-performance sales experience within the Healthcare/Medical Device industry. Niche Preference: Proven track record in Surgical Sales or Medical Capital Equipment. Experience in Orthopedics or Sports Medicine is a significant advantage. Commercial Acumen: Demonstrated success in managing complex Channel Partners (Distributors) and high-value Key Accounts (Corporate Hospitals & Medical Colleges). Territory Knowledge: Strong existing network or understanding of the healthcare landscape in the Nagpur and Chhattisgarh belt. Key Added Advantage: Institutional & Government Business Tender Management: Proven competence in handling government procurement processes, including end-to-end tender participation and documentation. Institutional Sales: A successful track record of driving business in major government institutions (e.g., AIIMS, Medical Colleges, and DHS) in the Central India region. Core Competencies Analytical Rigor: Ability to analyze territory data and market trends to make informed, factual judgments for business planning. Clinical Aptitude: High degree of technical learning agility to understand and communicate complex surgical procedures and product technologies. Compliance & Ethics: Strong commitment to maintaining the highest standards of compliance in all business dealings Communication: Exceptional negotiation skills with the ability to influence both clinical stakeholders (Surgeons) and administrative stakeholders (Procurement/HODs). Travel Percentage: 80%