Area Business Manager

Role & 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

People and Culture

• Promote and embody the USV Credo
• Guide reportees to overcome challenges and optimise performance by providing solutions and constructive support Conduct timely recruitment and induction process
• Develop a high-performance culture through periodic reviews, feedback and action planning
• Provide trainings to ensure the team has the latest knowledge and skills to excel and drive the organisation forward
• Support the team by offering coaching, demonstrating best practices, acknowledging efforts and leading by example
• Engage and retain key talents by fostering a supportive work environment and offering continuous opportunities
• Identify high-potential candidates in consultation with the Area Business Manager and support them in grooming the for their next role through the Career Enhancement Journey to Excel (CJEx)

Preferred candidate profile

Professional Experience and Relevant Skills

• Minimum of 4 years of overall experience with 2 years of experience in relevant roles
• Must possess the ability to govern operations remotely, along with excellent communication skills and interpersonal abilities for building and maintaining relationships with healthcare professionals and stockists. Additionally, must have a willingness to travel and the ability to identify potential opportunities (HCPs, geography, etc.)

Academic Qualifications & Certifications

• Educational Qualification:

  Bachelor of Science / Bachelor of Pharmacy (Relevant pharma sales experience and

managerial experience)