Area Business Manager - Mysore HQ

Role Objective:

KEY RESPONSIBILITIES

Business Development

• Execute defined sales and marketing plans with a focus on expanding engagement across a broad mix of HCPs, including specialists and general practitioners in Tier 2 & 3 towns
• Gather market feedback and communicate insights to the marketing team including information on new geographic areas, emerging HCPs in practice, and competitor intelligence
• Participate in cycle meetings to understand campaigns and processes, ensuring the team's thoroughness and preparation
• Leverage data, dashboards and analysis to support sales associates with reviews

Sales Management

• Validate standard visit list, tour plans (MTCP> STP >MTP) and coverage plan with a high field presence, relationship-driven approach, and frequent follow-ups with prescribers and potential HCPs in Tier 2 & 3 towns
• Prepare the team for in-clinic discussions by facilitating practice, strategy understanding and product knowledge by effective utilisation of In-clinic effectiveness Program (ICEP) coaching tool
• Validate new/transferred HCPs and recommend additions and deletions to the standard visit list
• Evaluate metrics like call average coverage/repeat coverage and create plan to address gaps during the weekly reviews and Joint Field Work plans
• Plan monthly visits and manage vacant areas by assigning potential HCPs during the vacancy period
• Conduct periodic review meetings to provide updates to Regional Business Manager and Zonal Business Manager, ensuring adherence to the Sales Review Scorecard framework
• Ensure timely submission of all required documents, including daily call reports, monthly tour plans, expense statements and compliance documents (if any)
• Utilise internal tool including In-clinic effectiveness Program (ICEP), Sales Review Scorecard (SRS), iPad and dashboards, to improve in-clinic effectiveness
• Support the successful launch of new products within assigned area
• Allocate and manage time effectively in underperforming headquarters

Supply Chain Management

• Ensure product availability at retail chemists, dispensing doctors, and local pharmacy chains, aligning with pharmacy-driven demand in Tier 2 & 3 markets

Stakeholder Engagement

• Ensure HCPs attendance at continuous medical education sessions /campaigns and coordinate with speakers to enhance learning experience
• Identify and ensure the participation of the right HCPs in company programs such as Continuous Medical Education and skill-up sessions
• Manage core HCPs by accurate identification, timely engagement based on moments of truth (MOT), coverage and prescription support

Regards,

Naveen Sarathy

Human Resources