Area Sales Manager – Emerging Markets
3MJob Description:
Role Summary
The Area Sales Manager – Emerging Markets is responsible for driving profitable growth within the assigned territory by executing sales and marketing strategies, strengthening customer relationships, and building a robust distribution network. The role focuses on expanding market presence across hospitals and trade channels while leading a team to deliver sustainable business results.
Key Responsibilities
Sales & Business Growth
Execute territory sales and marketing strategies to achieve overall and category-wise revenue targets.
Drive demand generation and product penetration across Hospitals and Trade segments.
Identify new business opportunities and accelerate adoption of new products and solutions.
Achieve monthly, quarterly, and annual sales objectives aligned with business goals.
Key Account Management
Build and maintain strong relationships with Key Customers and Decision Makers (KOLs, hospital administrators, procurement teams).
Drive early adoption of new products and practices within key accounts.
Defend and grow existing business through value-based selling and solution approach.
Leverage Scientific Affairs and Education team support to enhance product acceptance.
Distribution & Channel Management
Develop and manage an efficient distribution network to ensure market coverage and availability.
Strengthen channel partnerships to improve sales performance and customer reach.
Monitor distributor performance, inventory levels, and compliance with company policies.
Customer Engagement & Market Development
Maintain strong relationships with existing customers to ensure repeat business.
Expand customer base through targeted engagement with hospitals, trade partners, and influencers.
Conduct regular customer visits, product demonstrations, and application support.
Team Leadership
Lead, coach, and manage a team of Contract Sales Representatives.
Set clear targets, monitor performance, and drive accountability within the team.
Provide ongoing training and development to enhance team capability and productivity.
Sales Operations & Reporting
Ensure accurate and timely reporting of sales activities, pipeline, and forecasts in CRM systems.
Provide regular feedback on market trends, competitor activities, and key account developments.
Maintain compliance with reporting standards and business processes.
Execution Excellence
Plan and execute daily, weekly, and monthly sales activities to achieve targets.
Ensure minimum customer call productivity and effective coverage of the territory.
Conduct in-service programs (ISPs), operating room (OR) support, and clinical engagement activities.
Learning & Development
Actively participate in training programs, workshops, and learning initiatives.
Continuously upgrade product, clinical, and market knowledge.
Qualifications & Experience
Bachelor’s degree in Science, Pharmacy, Biomedical, or related field (MBA preferred).
5–8 years of experience in medical devices, healthcare, or related sales roles.
Proven experience in hospital sales and distribution management.
Experience in managing a sales team is preferred.
Key Competencies
Strong customer focus and relationship management
Strategic thinking and execution excellence
Team leadership and coaching skills
Effective communication and influencing ability
Analytical mindset with business acumen
Please note: your application may not be considered if you do not provide your education and work history, either by: 1) uploading a resume, or 2) entering the information into the application fields directly.
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