Regional Business Manager

Role & responsibilities

KEY RESPONSIBILITIES

Sales Management

• Implement regional sales strategy aligned with business objectives
• Engage with high-value prescriber by establishing strategic partnerships with HCPs, Key Account Management (KAM) at corporate hospitals and healthcare institutions
• Develop the team for in-clinic value addition through detailing practice, strategy understanding and product knowledge
• Oversee implementation of core activities within headquarters to generate desired returns
• Foster strong relationship with core customers to achieve desired business outcomes
• Supervise the management of vacant headquarters to ensure business continuity
• Drive cycle meetings to understand campaigns and processes
• Review coverage of Area Business Manager and sales associates' standard visit list
• Conduct periodic review meetings to monitor performance
• Support Zonal Business Manager in improvement of underperforming headquarters
• Monitor performance of new brands and provide insights to Zonal Business Manager
• Support Zonal Business Manager in conducting audits to ensure compliance in sales processes
• Support in classification of core customers to optimise prescription generation

Supply Chain Management

• Evaluate and recommend stockists to ensure a strong distribution network
• Optimise sales hygiene by analysing the pharmaceutical supply chain to manage inventory
• Monitor inventory levels and drive liquidation of non-moving and near-expiry products
• Monitor and maintain adequate inventory at all levels
• Stay informed about online stockists and their impact
• Identify and onboard new stockists based on business expansion needs, ensuring strong partnerships for sustained growth

Stakeholder Engagement

• Drive relationships and business outcomes from core customers
• Build and maintain strong relationships with Key Business Leaders (KBL) to enhance business generation
• Interact with core customers as per coverage norms and resolve any dissatisfaction
• Approve and ensure attendance of HCPs for educational activities
• Develop equity with channel partners including retailers and stockists
• Foster strong relationship with Key Account Management at Institutions /Hospitals/ Corporate Hospital Business

People and Culture

• Promote and embody the USV Credo
• Guide reportees to overcome challenges and optimise performance to achieve sales
• Conduct differential recruitment and induction to ensure job fit and culture fit candidates are onboarded within timelines

T. 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
• Identify high-potential sales associates in consultation with the Zonal Business Manager and groom them to take up the next role
• Foster a culture of team collaboration, both within and between teams
• Demonstrate the ability to build and lead a team effectively
• Facilitate interactions with HCPs and Key Business Leaders to strengthen relationships and generate valuable

insights and returns for the organisation

STAKEHOLDER INTERACTION

Type of Interaction: Internal

Interaction with:

Marketing and relevant cross functional teams

Nature of Interaction:

accounts. Communication requiring some level of diplomacy, coordination, synergy and sensitisation on IR matters

Type of Interaction: External

Interaction with:

Operators/ Corporate accounts, Hospital institutions, and Modern trade partners

Nature of Interaction:

Preferred candidate profile

Minimum of 8 years of overall experience in Pharma Sales and 2 years in relevant roles

• Must demonstrate assertiveness, negotiation skills, and resilience in handling corporate hospitals and Key Account

Management (KAM) relationships. Strong communication skills are essential for high-stakes business discussions and

multi-team collaboration

• Must possess a proven track record of driving high performance teams through excellent planning, communication,

networking and data-driven decision-making

Academic Qualifications & Certifications

• Educational Qualification:

  Bachelor of Science (BSc) / B. Pharma Graduate