AREA BUSINESS MANAGER

Role Objective

The incumbent will be responsible for achieving area sales targets by leading and developing a team of Field Officers, strengthening customer (KOLs, doctors, chemists) relationships, ensuring product and market development, and driving effective implementation of marketing strategies in the assigned area.

Principal Tasks & Responsibilities

• Sales & Business Achievement
• Achieve monthly and annual sales targets for the area.
• Drive brand-wise target achievement, especially for focus/thrust brands.
• Ensure each FO achieves territory targets and maximize team productivity.
• Improve business hygiene by minimizing returns and expiries.
• Ensure accurate forecasting for smooth product availability and distribution.
• Coordinate with distributors/C&F for effective supply management.
• Ensure timely collection and achievement of receivable targets.
• Customer & KOL Development
• Develop and manage brand-specific core customers and KOLs.
• Ensure team maintains Dr Call Average of 12 and minimum 95% MCR coverage.
• Strengthen relationships with KOLs through regular personal visits.
• Track KOL contribution and implement corrective actions where required.
• Support strategic alliance programs to maximize ROI from key accounts.
• Product & Market Development
• Identify core customers for each key product and enhance their contribution.
• Monitor product performance and address business gaps proactively.
• Expand market coverage and identify new growth opportunities.
• Team Leadership & Development
• Lead, coach, and motivate Field Officers to improve in-clinic effectiveness.
• Conduct joint field work to enhance product knowledge and selling skills.
• Ensure right customer, right product, and right frequency approach.
• Maintain discipline in business processes and reporting systems.
• Drive teamwork, engagement, and retention within the team.
• Plan manpower requirements and fill vacancies in a timely manner.
• Marketing Program Implementation
• Ensure effective execution of CMEs, symposiums, camps, and marketing initiatives.
• Prepare actionable plans during cycle meetings to improve brand performance.
• Track team productivity and compliance through Phyzii.
• Implement local strategies under guidance of senior management.
• Reporting & Administration
• Ensure timely and accurate reporting in Phyzii (self & team).
• Maintain and monitor primary & secondary sales records.
• Periodic updating of MCR, chemist, and institution lists as per HO guidelines.
• Ensure effective Daily Work Planning (DWP) and monitoring via control tools (STP, TP, etc.).
  
  

Candidate Profile

• Experience in pharmaceutical sales; prior First Line Management experience preferred.
• Strong process orientation; MNC experience is an advantage.
• Good interpersonal, analytical, and leadership skills.
• Strong communication, execution capability, and attention to detail.
  
  

Key Competencies

• Team Management
• Sales management
• Primary and Secondary sales in assigned territory
• On the Job Training of FOs
• Joint Field Work with the FOs
• Secondary Sales tracking
• Stockiest Management
• Team Retention and Attrition Control
• Target Allocation
• Territory & Business Planning
• Team Leadership & Performance Management
• Sales Target Achievement
• KOL & Key Account Management
• Ethical Compliance & Process Discipline
  
  

Note: Responsibilities may evolve based on business needs. Career progression and compensation will be based on performance, competency evaluation, and company requirements. Confirmation after probation will be subject to performance review and assessment process.

---