Territory Business Manager

Job Description Title : Zonal Business Manager

Reporting to : National Sales Manager

Desired Work Level : G - 10

Location : Kolkata or Any East or North East

Position Description : The incumbent of the role will be expected to achieve the specified geography’s business objectives (top line, expenses and market share) through an efficient team of RBM execute effectively the marketing plans of PMT.

The ZBM will proactively identify and address critical environmental variables and build all resources (Products, Market, RBM / SBM) to move into the future at minimal expenses. The ZBM will build good relationships with KOL, Doctor Association, Key Government Authorities and contribute to improved marketing plans through KOL inputs on disease & therapy progression and treatment.

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

Experience : At least 12 years, which includes 1-2 years of experience as ZBM with an impressive track record in a reputed pharmaceutical organization.

Job responsibilities :

ACHIEVEMENT OF TOPLINE AND COST IMPROVEMENTS - In order to achieve growth and cost leadership of the whole zone in a given division.

• Annual Budgeting - Ensure that the team takes competitive targets for the year and break it down to quarterly numbers and devise strategies, plans and activities to achieve the same in the coming year.
• Continuously analyze the productivity levels of each territory of his zone and look for ways and means to improve the productivity of each territory.
• Sales coverage and activity implementation delivered with optimum utilization of resources available trade channels, etc
• Identify the need for localisation of inputs and strategies in consultation with marketing to suit the local requirements and ensure maximum returns.
• Brand building as per the directions from marketing information
• Leverage resources to curb costs (promotional expenses along with PMT, Field expenses and travel expenses)

In order to achieve growth and profitability in a given division.

CUSTOMER AND MARKET DEVELOPMENT

In order to build customer and market base for achieving present and future business objectives

PROACTIVE PEOPLE MANAGEMENT AND IR

In order to build a team of highly motivated and performing individuals. Create empowered and talented employees for future endeavors of the organization

CHANNEL MANAGEMENT – C&F Management

In order to optimize the present business potential through supply channel and create a base for future

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 :

Required Skills : Leadership Skills

Presentation Skills

Public Speaking Skills

Ability to see a larger picture and think through to the future

Effective planner for his zone in terms of products, people and process areas

Forecasting Technique

For effective forecasting of sales

Geography

For effective resource allocation

Understand business processes of Pharma industry

For effective management of business results in a sustainable manner in his / . her zone

Good HR practices

Management of People / Leadership Development

General marketing principles and practices – Pharma Marketing

For Implementation of marketing strategies and locally developed promotions in consonance with Marketing

Helping marketing to evaluate effectiveness of strategy