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Area Business Manager
ConfidentialChennai8 days ago
Job descriptionDevelop and maintain strong relationships with brand-specific core customers and KOLs. Ensure Field Officers achieve doctor call averages of 12 per day with 95% MCR coverage. Support and implement strategic alliance programs to maximize ROI from KOLs. Personally maintain and develop key customer relationships through regular visits. Track and enhance business contributions from KOLs under the guidance of senior management. Identify and develop key customers for each product to maximize returns. Establish mechanisms to track brand performance and proactively address performance gaps. Guide Field Officers on in-clinic effectiveness—right doctor, right product, right frequency. Enhance product knowledge and selling skills through joint field coaching. Foster a culture of teamwork, collaboration, and accountability among the team. Ensure discipline in business processes and adherence to field hygiene standards. Retain talent by fostering engagement and fill any vacancies in a timely manner. Ensure successful execution of marketing programs such as CMEs, symposiums, and camps. Track program implementation, identify gaps, and implement corrective actions. Create actionable plans during cycle meetings to improve marketing impact. Monitor doctor call averages and MCR coverage using Phyzii, ensuring compliance. Implement local strategies effectively under the guidance of senior managers. Ensure timely Phyzii reporting for self and monitor reporting discipline of Field Officers. Maintain territory-wise secondary and primary sales records. Update MCR, chemist, and institution lists regularly as mandated by Head Office. Ensure execution of Daily Work Plans (DWPs) and maintain strict process control through tools like STP, TP, and others. Science graduate preferred; prior experience in first-line management or in MNC pharmaceutical companies is desirable. Strong process orientation, interpersonal skills, teamwork, and analytical abilities. Excellent communication, attention to detail, and strong execution capabilities. Must successfully complete probation assessments (e.g., interview, reviews, projects, or written tests).
Principal Accountabilities
Achievement of Budgeted Sales Targets
- Drive achievement of monthly and annual sales targets.
- Ensure brand-wise sales achievement, with a focus on thrust brands.
- Monitor and improve individual territory performance and field officer productivity.
- Improve business hygiene by reducing sales returns and expiries.
- Ensure effective forecasting and product availability through close coordination with distributors and business partners.
- Track and ensure timely collections in alignment with targets.
Customer Development / KOL Development
Product Development
Team Development / Competence Building
Effective Implementation of Marketing Programs
Reporting & Administration
Job Specifications
Skills Required
Sales Strategy, Market Analysis, Team Leadership, Budget Management, Client Relations, Business Development
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Area Manager • Chennai
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