Area Business Manager

Position:

Department:

Reports To:

Location:

Role Summary

The Senior Area Business Manager is responsible for driving sales growth, market penetration, and execution of OTC business strategies across the assigned territory. The role involves leading and managing a team of Sales Officers, ensuring strong retail coverage, distributor management, and flawless implementation of brand and trade marketing activities. The Sr. ABM acts as a key link between the field force and management to deliver business objectives.

Key Responsibilities

1. Sales Achievement & Market Development

• Deliver monthly, quarterly, and annual sales targets for OTC products in the assigned territory.
• Expand market reach through strategic planning, route optimization, and effective execution.
• Drive retail and wholesale sales growth through Sales Officers.
• Monitor primary and secondary sales and ensure balanced stock movement.

2. Team Leadership & Coaching

• Lead, motivate, and mentor a team of Sales Officers to achieve sales objectives.
• Conduct regular field visits with Sales Officers for performance evaluation and coaching.
• Ensure proper market coverage, beat planning, and product visibility.
• Identify skill gaps and provide training for continuous capability development.

3. Distributor & Channel Management

• Manage relationships with distributors, wholesalers, and key retailers.
• Ensure timely stock availability, order processing, and credit discipline.
• Coordinate with the supply chain and finance teams to resolve distributor issues.
• Oversee implementation of schemes, incentives, and trade promotions.

4. Retail Execution & Visibility

• Ensure high visibility of OTC products through POS materials, displays, and merchandising.
• Support Sales Officers in executing brand activation, promotional campaigns, and consumer-focused activities.
• Monitor planogram adherence and ensure excellent in-store execution.

5. Market Intelligence & Reporting

• Track competitor activities, pricing, schemes, and market trends.
• Provide timely MIS reports, market analysis, and actionable insights to management.
• Review area performance and prepare corrective action plans.

6. Compliance & Administrative Responsibilities

• Ensure adherence to company policies, SOPs, and ethical business practices.
• Manage incentive programs, target setting, and performance appraisals for the team.
• Ensure proper utilization of promotional materials and budget.

Key Skills & Competencies

• Strong team leadership and people management abilities
• Excellent communication and negotiation skills
• Strong understanding of OTC/Retail Pharma market dynamics
• Analytical and strategic thinking capability
• High execution discipline and result-oriented approach
• Ability to manage distributors and handle market challenges effectively

Qualifications & Experience

• Graduate / Postgraduate; MBA preferred
• 6–10 years of experience in FMCG or OTC Pharma sales
• Minimum 2–3 years of experience in team handling (Sales Officers / Frontline team)
• Experience in retail channel management and distributor operations is essential

Compensation & Benefit

[As per industry standard based on experience and qualification with Provident Fund and Medical Insurance.]

Interested candidates must email their CV and covering letter explaining their match to the job description and experience criteria clearly mentioning the name of the position applied for to:  hr@jananifamilycare.com