Regional Business Manager - Kerela

Job Description Title : Regional Business Manager / Senior RBM

Reporting to : Zonal Business Manager

Desired Work Level : G 08 / 09

Location :

Position Description : The incumbent of the role will be a mid-senior level team manager who is expected to achieve regional business goals through execution excellence of marketing strategies, influencing external stakeholders (trade bodies, doctor associations) and building team capabilities in terms of knowledge, skill and efficiency in the region.

Education Degree : Graduate (Pharma / Science), preferably MBA

Experience : 3+ years of experience as an SBM / 2-3 years as RBM in a reputed Pharma company. Consistent performance is a must. Overall 10+ years of Experience

Job responsibilities :

BUSINESS ACHIEVEMENT - In order to achieve the business objectives of the whole region.

• Plan for business achievement through :
• Understanding the market / geography
• Understanding Product Basket
• Understanding competition / market size
• Participate in annual budgeting exercises and set ambitious targets for his region. Break it down to achievable quarters and plan how to achieve the same.
• Quantitative / qualitative aspect of performance
• Therapy performance
• Brand building
• Stockist performance
• KOL Management - Relationship with the key KOL’s in his region and ROI from them.
• Achievement spread of Products

PERFORMANCE MANAGEMENT OF TEAM - In order to ensure sustainable growth of the territory and equitable growth of all the areas in the region through proper process compliance.

Healthy performance matrix of team)

People Development - In order to ensure the right people for the right job. Also, the territory doesn’t lie vacant for a long time and ensure smooth representation of the organization to customers.

1. Induction of new SBM in team

2. Development of SBO through coaching SBM

3. Training needs identification for the team.

4. Constantly identify talent in the market.

5. Facilitates retention of his team

6. Ensure reporting tools are updated timely and accurately which includes attendance, daily call reporting, chemist reporting, activity reporting, leave reporting and other reports that come from time to time.

NEW PRODUCT LAUNCH - In order to achieve the growth through establishment of new products

STOCKIST MANAGEMENT & Inventory Management at Stockist level

1. Identify and shortlist stockists.

2. Ensures Collation of all SBO statements through SBM for demand planning

3. Identify slow moving products and ensure a liquidation plan with SBM

4. Identify breakage / expiry trend of a stockist and regular feedback to the team to keep them under agreed parameters.

5. Manages escalated stockist issues / problems in his region and provides win-win solution

ORGANIZATIONAL CULTURE - Ensure high ethical business practices and value orientation in self and others.

In order to create an organization admired for its people oriented and business ethics

Key Performance Indicators :

Regional HQ Target vs Sales Achievement

Regional HQ Per Capita Per Month (PCPM)

Required Skills :

Forecasting Technique - For effective forecasting of sales

Data Interpretation and Analytical ability – (competitor behavior and trends in the market) for identifying gaps and opportunities

Leadership qualities – participate in organization building

Guiding & Coaching ability – for providing developmental feedback to team

Managing variables - Ability to handle multiple customers (internal and external) for business performance.

What Knowledge is required?

How will it be used?

Basic Anatomy

To understand science related to our products

Basics of Marketing & Sales

To understand the marketing strategy and appreciate the brand communication prepared by Marketing

Operating Network : Internal –

External -