Pathkind Labs- Area Sales Manager

Position

Area Sales Manager – Diagnostics

Department

Sales / Business Development

Reporting To

Regional Sales Manager / Zonal Sales Manager

Team Size

3–4 Sales Executives / Business Development Executive.

Company: Pathkind Labs https://www.pathkindlabs.com/

Job Summary

We are looking for an experienced Area Sales Manager – Diagnostics to drive revenue growth and market expansion across the assigned territory.

The role will involve managing diagnostic sales across hospitals, clinics, laboratories, doctors, corporate clients and healthcare institutions, while directly leading and mentoring a team of 3–4 sales professionals.

The Area Sales Manager will be responsible for achieving individual and team sales targets, developing key accounts, expanding the customer base, strengthening doctor and hospital relationships, monitoring team performance, and executing territory-level sales strategies.

The ideal candidate should have strong experience in diagnostic/laboratory/healthcare sales, excellent relationship-management skills and proven experience in team handling and target achievement.

Key Responsibilities

1. Team Management & Leadership

Lead, manage and motivate a team of 3–4 Sales/Business Development Executives.

Allocate territories, accounts and sales targets to team members.

Monitor daily field activities, customer visits and sales pipelines.

Conduct regular team meetings and performance reviews.

Coach team members on sales techniques, product knowledge, negotiation and customer handling.

Accompany team members on field visits to key doctors, hospitals and accounts whenever required.

Identify performance gaps and implement corrective action plans.

Support hiring, onboarding and training of new team members.

2. Sales & Revenue Generation

Drive area-level revenue and diagnostic test volume targets.

Achieve assigned monthly, quarterly and annual sales targets through team and individual efforts.

Promote diagnostic tests, health packages, laboratory services, imaging solutions and related offerings.

Generate new business from hospitals, clinics, doctors, laboratories, corporate clients and healthcare institutions.

Increase test volumes, revenue and market share within the assigned territory.

Identify new accounts and convert prospects into long-term customers.

Develop strategies to improve revenue from existing accounts.

3. Doctor & Hospital Relationship Management

Build and maintain strong relationships with:

Doctors

Pathologists

Radiologists

Hospital administrators

Procurement teams

Lab managers

Corporate healthcare teams

Conduct regular visits to key customers and high-value accounts.

Identify and engage Key Opinion Leaders (KOLs) and high-potential healthcare professionals.

Handle escalations and resolve customer concerns in coordination with internal teams.

Ensure strong customer retention and repeat business.

4. Territory & Market Development

Develop and execute territory-wise sales plans based on market potential.

Identify new market opportunities, high-potential accounts and underserved areas.

Analyze competitor activities, pricing, service offerings and market trends.

Develop strategies to increase diagnostic test volumes and market penetration.

Identify opportunities for new test/package launches.

Support local promotional activities, health camps and awareness initiatives.

Build a strong territory pipeline for sustainable business growth.

5. Product & Service Knowledge

Maintain strong knowledge of:

Diagnostic tests

Health packages

Pathology services

Imaging services

Test methodologies

TAT

Accuracy and quality parameters

Diagnostic technologies

Train and guide team members on product/service knowledge.

Effectively communicate the clinical and commercial value proposition of diagnostic services.

Coordinate with medical/technical teams for detailed scientific discussions when required.

6. Key Account Management

Personally manage and grow key/high-value accounts within the assigned territory.

Develop account-wise business plans for major hospitals, clinics and institutions.

Negotiate commercial terms and close strategic business opportunities.

Track account performance, revenue contribution and growth potential.

Develop long-term partnerships with strategic healthcare accounts.

7. Internal Coordination

Coordinate with Laboratory Operations, Logistics, Customer Support, Marketing, Medical Affairs and Technical teams.

Ensure smooth onboarding of new clients and uninterrupted service delivery.

Escalate operational/service issues and ensure timely resolution.

Share customer and market feedback with internal stakeholders.

Coordinate with operations to ensure adherence to agreed TAT and service commitments.

8. Sales Reporting & CRM Management

Ensure accurate and timely CRM updates by the entire sales team.

Monitor:

Daily calls/visits

Lead generation

New account additions

Conversion rate

Sales pipeline

Revenue

Test volumes

Customer retention

Prepare daily, weekly and monthly sales reports.

Conduct territory and team performance analysis.

Track individual team members against assigned KPIs.

9. Compliance & Ethical Selling

Ensure the team follows all applicable healthcare regulations and company policies.

Promote diagnostic services through ethical and scientifically appropriate communication.

Ensure no misleading or non-compliant claims are made to healthcare professionals or customers.

Maintain confidentiality of patient and client information.

Key Skills & Competencies

Sales & Business Skills

Diagnostic / Healthcare Sales

Territory Management

B2B Healthcare Sales

Hospital & Institutional Sales

Key Account Management

Business Development

Lead Generation & Conversion

Sales Negotiation & Closing

Market Development

Revenue Growth

Leadership Skills

Team Management

Target Setting & Monitoring

Coaching & Mentoring

Performance Management

Field Force Management

Sales Planning

Team Motivation

Domain Knowledge

Diagnostic Services

Pathology / Laboratory Services

Imaging / Radiology

Diagnostic Packages

Healthcare Industry

Hospital & Clinical Workflows