Area Business Manager
Key Skills for This Role
Full Job Posting
Sales and business achievement
- Achieve monthly and annual sales targets for the area, including brand-wise targets for focus and thrust brands.
- Ensure each Field Officer achieves territory targets and maximize team productivity.
- Minimize returns and expiries; forecast accurately and coordinate supply with distributors and C&F partners.
- Ensure timely collections and achievement of receivables targets.
Customer and market development
- Develop and manage brand-specific core customers and KOLs; maintain Dr Call Average of 12 and minimum 95% MCR coverage.
- Build KOL relationships through regular personal visits, track KOL contribution, and take corrective action.
- Support strategic alliance programs and grow key-account ROI.
- Identify core customers for key products, monitor performance, address business gaps, and expand market coverage.
Team leadership
- Lead, coach, and motivate Field Officers; conduct joint field work to improve product knowledge and selling skills.
- Maintain the right customer, product, and frequency approach, business-process discipline, teamwork, engagement, and retention.
- Plan manpower requirements and fill vacancies in a timely manner.
Marketing and reporting
- Execute CMEs, symposiums, camps, and marketing initiatives; prepare actionable cycle-meeting plans.
- Track productivity and compliance through Phyzii and implement local strategies under senior management guidance.
- Submit timely, accurate self and team reports; maintain primary and secondary sales records.
- Update MCR, chemist, and institution lists and monitor Daily Work Planning through STP, TP, and other control tools.
Candidate profile
- Experience in pharmaceutical sales; prior First Line Management experience is preferred.
- Strong process orientation; MNC experience is an advantage.
- Good interpersonal, analytical, and leadership skills, with strong communication, execution capability, and attention to detail.
Key competencies
- Territory and business planning; team leadership and performance management; sales target achievement.
- KOL and key account management; ethical compliance and process discipline.
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