Area Business Manager

Area Business Manager - Poultry Sales - for IRM Enterprises Pvt. Ltd. (part of Cadila Pharmaceuticals Ltd.)

Work Location: Remote - Coimbatore, Tamil Nadu

Objective:

Achievement of budgeted sales targets for the area through the development & channelizing the efforts of the team of field officers, ensuring customer (KOLs, other Doctors and chemists) development, products, markets and through effective implementation of marketing programs.

Responsibilities:

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

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 maximising 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

Product Development

• Identification and development of core customers for each product and maximising their returns
• Developing mechanisms to track the performance progress of these products and addressing gaps if any

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
• Planning & Organizing the efforts of self/ team
• Efforts to retain the team and filling up of vacancies if any

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

Reporting & Administration

• Timely FRAMES reporting of Self & ensuring the discipline of FOs in timely reporting of FRAMES 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

Requirements:

• Science Graduate ideally with an experience of 6+ years of experience gained as a First Line Management.
• Good interpersonal skills, team work, analytical ability etc.
• Good communication skills, attention to detail, execution skills.