Area Expert Business Manager _EM_Varanasi

Zydus Wellness, an FMCG leader, develops, manufactures, and markets health and wellness products, integrating healthcare, skincare, and nutrition. Founded in 1988 with Sugar Free, India’s first zero-calorie sugar replacement, it now manages seven global brands, including Complan, Glucon-D, Everyuth, and Nutralite. The company serves over 50 million families and supports more than 90,000 dairy farmers and 2,000 MSMEs.

With a focus on research, quality, and innovation, Zydus Wellness operates on core pillars of manufacturing integrity and supply chain efficiency. Headquartered in Ahmedabad and Mumbai, it runs four manufacturing facilities across India and eight co-packing facilities in India, Oman, and New Zealand. Listed on the Bombay and National Stock Exchanges, Zydus Wellness is led by Chairman Dr. Sharvil Patel and CEO Tarun Arora, serving customers in over 25 countries across three continents.

Get to know our organization – Click on the below links

1. Company Website 

2. Zydus Corporate Park

Position

Functional Reporting: Zonal Expert Business Manager

Administrative Reporting: NA

Location: Respective HQ

Role Purpose:

This role will act as the driving force for implementing the Expert Sales & Demand Generation Strategy across the assigned area. The AEBM will lead and manage a team of EDEs to deliver business results in line with the company’s overall commercial objectives.

Key Accountabilities/ Responsibilities:

1.Financial:

Team Prescription Generation:

Drive favorable prescriptions/recommendations for assigned Expert brands through effective field coaching and oversight of EDEs’ scientific engagements with HCPs.

Team Secondary Sales Growth:

Ensure achievement of cumulative secondary sales growth targets across Expert Mapped Pharmacies (EMPs) for all assigned brands in the area.

Business Development:

Identify new business opportunities and oversee execution of market penetration strategies across the area through the EDE team.

2.Customer: Ensure self & team KPIs are met

KPI Compliance: Monitor and ensure 100% adherence to EDE productivity KPIs across the area:

DIF 23 Execution

95%+ Coverage Compliance

Minimum 10 DCA / 9 CCA per month per EDE

Achievement of Total Call Volume, Activation, and Reporting Compliance across team

KOL / KBL Engagement: Engage with Key Opinion Leaders (KOLs) and Key Business Leaders (KBLs) by regular meeting, execute high impact activations, feedback on existing brands/ new launch plans, follow ups to ensure new Rxs / conversions.

Guide and support EDEs in engaging Key Opinion Leaders (KOLs) and Key Business Leaders (KBLs) through CMEs, RTMs, symposiums, conferences, and in-clinic interventions to drive sustained recommendations and minimize de-recommendations.

Customer Relationship Management: Personally engage with top regional KBLs /KOLs and support team in building long-term professional relationships.

3.Process:

Reporting Governance: Ensure timely and accurate submission of:

Team tour programs

Daily call reports

Weekly, Fortnightly & Monthly performance reports

Attendance via SFA App / geo-tagged reporting system

Sales Execution Oversight: Coordinate with GT sales teams, marketing, and supply chain to ensure:

Stock availability

Outlet activations

Monitoring of recommendation flow and market feedback

Performance Review:

Conducting regular review meetings with team as per the overall guidelines of the organization

Coaching:

On the job coaching and robust feedback mechanism to team; ensuring Best-In-Class execution & In-Clinic Effectiveness

4.People:

Leadership Behaviours:

Lead, create open environment, share regular feedback and motivate EDEs to drive performance.

Proactively manage conflicts and ensure team adherence to company policies and compliance standards.

Foster transparent and effective communication within the team.

Proactively participate in recruitment and ensure vacancies are filled on urgent basis.

Regulatory Compliance: Ensure strict adherence across the team to industry regulations, company SOPs, and governance frameworks.

Key Deliverables:

Achieve cumulative secondary sales growth targets at EMPs through team performance

Drive area-level Rx Market Share (RxMS) growth of promoted brands (data reference: Rx Audit Reports, e.g., IQVIA)

Ensure 100% execution of national strategies via customized area-level sales plans

Lead market intelligence collection and dissemination

Maintain full compliance with industry regulations and company SOPs across the team

Key Interactions:

Internal:

Expert Demand Executives (EDEs)

Expert Sales Leadership

Expert Customer Marketing & Training Teams

GT Trade Marketing Team

External:

Healthcare Professionals (HCPs)

Key Opinion Leaders (KOLs)

Strategic Agencies and Vendors

Key Dimensions:

Team Performance Leadership

Area Business Planning and Strategy Execution

Customer Relationship Oversight

Regulatory & Compliance Governance

Educational Qualifications:

Qualification: Graduate in Pharmacy or Science and MBA preferred

Preferred Age Group: 32-39

Experience (Type & Nature):

Minimum 6–8 years of experience in Pharma / Expert Sales in FMCG / Consumer Healthcare, with 2+ years in a team leadership or supervisory role

Functional Competencies:

People Development & Team Leadership

Business and Commercial Acumen

Market Analysis and Strategic Planning

Strong KOL / HCP Engagement Oversight

Reporting Governance and Data Integrity

Behavioral Competencies:

Proactive, Results-Oriented Leadership

Ownership Mindset and Initiative-Taking

Strong Communication and Stakeholder Management

Analytical Thinking, Problem-Solving, and Negotiation Skills

Ability to Manage Multi-Stakeholder Interactions

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