Area Business Manager

1) Achievement of Budgeted
Sales Targets

Achievement of overall
Monthly Sales Targets leading to achievement of Annual Sales Targets

Achievement of
Brand-wise Sales Targets esp. for Thrust Brands

Ensuring achievement of
targets by each FO territory and maximizing productivity

Improve business hygiene
by reducing sales returns & expiries

Effective forecasting to
ensure smooth availability & distribution of products

Co-ordination with
business partners/ distribution

Ensuring achievement of
collection targets

2) Customer Development/
KOL Development

Development of brand
specific core customers & develop their business contributions

Monitoring the efforts
of field officers with specific focus on ensuring Dr Call Average of 12 and minimum 95% MCR coverage

Supporting the implementation
of strategic alliance programs for maximizing ROI from KOLs through ensuring periodical visits as mandated by HO

Development &
sustenance of relationships of KOLs through personal visits

Periodically
track the contribution from KOLs and ensure interventions under the guidance of SMs in protecting & developing the business from KOLs

3) Product Development

Identification and
development of core customers for each product and maximizing their returns

Developing mechanisms to
track the performance progress of these products and addressing gaps if any

4) Team Development/
Competence Development

Developing the in-clinic
effectiveness through channelizing the efforts of Field Officers in terms of Right Customer, Right Product and ensuring Right Frequency of visits

Improving in clinic
competence of FOs by developing their product knowledge, application of selling skills through joint call coaching

Development of teamwork
and culture amongst the FOs

Ensuring business
process discipline & hygiene should be role model & should always lead from Front

Planning &
Organizing the efforts of self/ team

Efforts to retain the
team and filling up of vacancies if any

5) Effective Implementation
of Marketing Programs

Ensuring effective
implementation of marketing programs (CMEs/ Symposiums/Camps etc) thereby develop key brands in each territory through a team of FOs

Periodically track the
implementation of marketing programs and address the gaps if any

Preparation of action
plans during cycle meetings with an objective of improving implementation

Tracking the efforts of
team members in terms of call average and coverage through FRAMES and ensuring compliance

Implementation of local
strategies under guidance of SMs

6) Reporting &
Administration

Timely PHYZII reporting
of Self & ensuring the discipline of FOs in timely reporting of PHYZII as per timelines

Maintaining the
secondary sales & primary sales records of each territory and ensuring the same in case of FOs

Updation of MCR, Chemist
list and Institution list on a periodical basis as mandated by HO

Ensuring effective DWP
and implementation of the same

Ensuring discipline
through control tools like STP, TP and other monitoring tools

Timely Submission of
Expense Statement

Job Specifications