Area Business Manager

Summary

Area Business Manager (ABM)

Job

Key Responsibilities

• Sales & Business Development
• Achieve monthly, quarterly, and annual sales targets for the assigned area.
• Implement area-specific sales strategies and promotional plans in line with regional and organizational goals.
• Identify potential business opportunities and new customer segments to expand market coverage.
• Monitor sales performance of team members and ensure corrective actions are taken where needed.
• Drive the effective implementation of marketing campaigns and ensure product visibility and availability.
• Analyze sales data, market trends, and competitor activities to identify areas for improvement.
• Team Leadership & People Management
• Recruit, train, and develop Medical Representatives (MRs) to ensure a competent and motivated field force.
• Set clear performance expectations, track progress, and provide continuous feedback and coaching.
• Conduct joint fieldwork with MRs to assess market coverage, product promotion, and customer engagement.
• Motivate and guide the team to achieve both individual and collective sales goals.
• Foster a culture of accountability, teamwork, and ethical conduct.
• Market Analysis & Strategic Execution
• Conduct area-level market analysis to understand prescription trends, doctor potential, and competitor activities.
• Recommend strategic actions to improve product penetration and sales performance.
• Plan and execute area-level product launches, CME programs, and marketing activities in coordination with the marketing and sales teams.
• Monitor ROI of promotional activities and ensure optimal resource utilization.
• Customer & Relationship Management
• Build and maintain strong professional relationships with doctors, hospitals, pharmacies, and stockists.
• Ensure consistent follow-up with key customers and handle their queries and concerns effectively.
• Develop Key Opinion Leaders (KOLs) within the area to support product advocacy.
• Work closely with distributors and stockists to ensure smooth product availability and supply chain management.
• Compliance, Reporting & Coordination
• Ensure adherence to company policies, ethical guidelines, and industry regulations during all business activities.
• Maintain accurate records of field activities, sales data, and customer interactions.
• Submit periodic reports on sales performance, market feedback, and competitor insights to the Regional Business Manager.