Area Business Manager (OTC )-Division

Position:

Department:

Location:

Reports To:

Role Summary

The Area Business Manager (OTC) is responsible for driving secondary and tertiary sales, managing distributors, and ensuring strong market execution for OTC products. The ABM leads a team of Sales Officers/TSOs to achieve business objectives, expand market presence, and deliver consistent sales growth.

Key Responsibilities

1. Sales & Business Growth

• Achieve monthly, quarterly, and annual sales targets for the OTC portfolio.
  
• Drive distribution expansion, product availability, and numeric & weighted distribution.
  
• Monitor SKU-wise sales performance and ensure growth in key brands.
  
• Responsible for market share improvement and territory development.
  

2. Team Management

• Lead, train, and motivate TSOs/Sales Officers to achieve sales objectives.
  
• Conduct field working with team members for coaching and performance review.
  
• Set daily/weekly/monthly targets and monitor productivity of the team.
  
• Identify training needs and ensure capability development.
  

3. Distribution & Channel Management

• Appoint and manage distributors as per company norms.
  
• Ensure optimum stock levels, order booking, and timely supplies.
  
• Drive schemes, trade promotions, and retailer engagement.
  
• Ensure distributor ROI, claim management, and compliance.
  

4. Market Execution

• Plan and implement market activation, visibility, and merchandising.
  
• Track competition activities and provide timely market intelligence.
  
• Ensure 100% coverage of the assigned territory (general trade / chemist channel).
  
• Implement new product launches effectively.
  

5. Reporting & MIS

• Prepare and submit daily/weekly/monthly reports.
  
• Monitor sales data, productivity, and KPI dashboards.
  
• Ensure adherence to organizational policies and processes.
  

Key Skills & Competencies

• Strong leadership and team-handling capability
  
• Excellent communication and negotiation skills
  
• Good analytical and problem-solving ability
  
• Deep understanding of OTC/FMCG market dynamics
  
• Proficiency in market execution and distributor management
  
• Ability to work under pressure and deliver targets
  

Qualification & Experience

• Graduate / B.Pharma / BS.C preferred
  
• 47 years of experience in OTC / FMCG sales
  
• Prior experience as TSO/SO with proven track record preferred
  
• Experience in handling a team is mandatory for ABM roles
  

Key Performance Indicators (KPIs)

• Sales achievement vs target
  
• Numeric & weighted distribution
  
• Market coverage and productivity
  
• Distributor ROI and service levels
  
• Team development and performance
  
• Execution of visibility & promotional plans

  Role & responsibilities