Industry : Pharmaceuticals, Healthcare and Biotech
As a Area Business Manager your responsibilities include the following
To prepare a beat plan for his/her region & allocate targets & inputs
accordingly & monitor on a regular basis & drive secondary sales
Ease induction and onboarding of Territory Business Managers
Provide strategic input to target planning for the territory, long term vision
Identify and follow established processes and SOPs to appoint stockiest
To carry out sales management of products in the territories assigned and to
achieve the defined sales targets on a monthly/quarterly/yearly basis, as
decided mutually by and with Superiors. These targets are subject to revision as
per growth/potential of company and company’s products and such change would be
intimated to the Sales Executive by Superiors.
Maintain control of sales operating budget for the respective region
Direct sales activities to ensure that short and long range sales volumes and
projections are achieved
To understand, bring in clarity on various strategies/ campaigns including CMEs,
camps, etc. rolled out from Marketing and ensure 100% implementation in his/her
To carry out promotion & BTL activities of the Company in the assigned
territory in line with the objectives/norms of the Company.
Strong ability to plan and forecast for the area
Good coordination skills to manage CFAs, stockiest, etc. to maintain optimum
inventory and meet demand
To ensure supply chain efficiency in the region (no. of stockiest, stocks
availability and significant reduction in expiry.)
To train and develop knowledge and skills of TBMs and build their competencies.
To supervise, control, review, motivate and train the TBMs assigned to the Area
and to help them as a team to achieve the company’s objectives.
To build relationships with opinion leaders and stockiest in the area and to
periodically evaluate important customers of the area
Assuring that all assigned personnel have the appropriate training and
qualification to perform all duties and responsibilities. Complying with own
training requirements to perform duties of own job.
To ensure that the distribution of products is achieved by the Sales
representatives in all the assigned towns as per the Company’s plans.
To plan trade promotion activities
Ensure all TBMs reporting to him/her comply to company requirements on sales
force parameters like call average, coverage, knowledge scores, etc.
are manager of the company in your area and will be authorized to build
company’s reputation in your area. You will be responsible for practicing and
leading your direct reportees of the company by setting personal example of
Lead and execute strict adherence to Code of Business
Set examples on implementation of the code of business conduct, FCPA ,
Pharmacovigilance to ensure compliance
Conformation to all financial and administration systems, compliance to
statutory and regulatory norms of the company and laws of the land
Demonstrate and promote professional behavior in line with Values of Pioneering,
Achieving, Caring and Enduring
Ensure high level of customer service and manage any difficult customer
Ensure compliance with internal and external guidelines and ensure minimal
comments in audits and other inspections
Ensure transactions and orders are processed with a high level of accuracy and
commitment in order to satisfy customer needs
Manage attrition of customer and resource bases
Division and business strategy will be shared with you on time to time base
which you will have to execute to the fullest
To attend and participate in Strategy meetings, briefing sessions, doctors
meets, workshops, training programmes and any other programmes undertaken by the
company to equip you or activities for performance of your job or promote the
sales of product of the company or to improve company image.
Qualification: Minimum qualification required is Graduation. MBA/PG Diploma in
Sales & Marketing/Business Management would be a plus.
Preferred Age: 30-35 years
Minimum 5 years of pharma sales experience business out of which min 2 years in
a Supervisory role.
Should have handled brand launches and its subsequent stages.
Thorough knowledge of the territory where the incumbent would be placed (this is
not a must, but would be a plus). In case he has not worked in the assigned
territory earlier, should be able to adapt and learn quickly.
Should be open to relocation as per requirement.
Excellent planning and operational skills
Good communication skills. Should be fluent in the local language of the
area/territory where the incumbent would be placed. Ability to communicate
fluently in English is desirable.
Good Computer knowledge. Knowledge of MS Office applications such as Word,
Excel, Powerpoint, Email writing.
Problem Solving Skills
Capable of independently generating sales if required