Area Business Manager

Principal Accountabilities

Achievement of Budgeted Sales Targets

• Drive achievement of monthly and annual sales targets.
• Ensure brand-wise sales achievement, with a focus on thrust brands.
• Monitor and improve individual territory performance and field officer productivity.
• Improve business hygiene by reducing sales returns and expiries.
• Ensure effective forecasting and product availability through close coordination with distributors and business partners.
• Track and ensure timely collections in alignment with targets.

Customer Development / KOL Development

• Develop and maintain strong relationships with brand-specific core customers and KOLs.
• Ensure Field Officers achieve doctor call averages of 12 per day with 95% MCR coverage.
• Support and implement strategic alliance programs to maximize ROI from KOLs.
• Personally maintain and develop key customer relationships through regular visits.
• Track and enhance business contributions from KOLs under the guidance of senior management.

Product Development

• Identify and develop key customers for each product to maximize returns.
• Establish mechanisms to track brand performance and proactively address performance gaps.

Team Development / Competence Building

• Guide Field Officers on in-clinic effectiveness—right doctor, right product, right frequency.
• Enhance product knowledge and selling skills through joint field coaching.
• Foster a culture of teamwork, collaboration, and accountability among the team.
• Ensure discipline in business processes and adherence to field hygiene standards.
• Retain talent by fostering engagement and fill any vacancies in a timely manner.

Effective Implementation of Marketing Programs

• Ensure successful execution of marketing programs such as CMEs, symposiums, and camps.
• Track program implementation, identify gaps, and implement corrective actions.
• Create actionable plans during cycle meetings to improve marketing impact.
• Monitor doctor call averages and MCR coverage using Phyzii, ensuring compliance.
• Implement local strategies effectively under the guidance of senior managers.

Reporting & Administration

• Ensure timely Phyzii reporting for self and monitor reporting discipline of Field Officers.
• Maintain territory-wise secondary and primary sales records.
• Update MCR, chemist, and institution lists regularly as mandated by Head Office.
• Ensure execution of Daily Work Plans (DWPs) and maintain strict process control through tools like STP, TP, and others.

Job Specifications

• Science graduate preferred; prior experience in first-line management or in MNC pharmaceutical companies is desirable.
• Strong process orientation, interpersonal skills, teamwork, and analytical abilities.
• Excellent communication, attention to detail, and strong execution capabilities.
• Must successfully complete probation assessments (e.g., interview, reviews, projects, or written tests).