Area Business Manager

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.).

Key Skills & Competencies

Functional / Technical

 Territory & Business Planning

 Team Leadership & Performance Management

 Sales Target Achievement

 KOL & Key Account Management

 Ethical Compliance & Process Discipline

Behavioural

 Experience in prior First Line Management experience preferred.

 Strong process orientation is an advantage.

 Good interpersonal, analytical, and leadership skills.

 Strong communication, execution capability, and attention to detail.