Area Business Manager

Principal Tasks & Responsibilities
1. 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.
2. 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.
3. 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.
4. 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.
5. 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.
6. 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.