Area Business Manager - Pondy
- USV
- 6 - 11 years
- Puducherry
- 20 hours ago
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Job Description
JOB DESCRIPTION
Role Area Business Manager Non-Metro
Designation Assistant Manager Deputy Manager
Function Sales
Department Domestic Sales
Reporting to Regional Business
Manager
Job Grade L4B
Direct Reportees 4 - 5
Indirect Reportees NA
Role Objective: Drive achievement of sales targets within a geographic area (district) by effectively managing a team of
sales associates
KEY 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
The above statements are intended to describe the general nature, level and expectations of work being performed by people assigned to this job. They are not intended to be an exhaustive list of all the
required duties, responsibilities and job specifications / requirements and that individual entities may amend this list based on their specific requirements and business context.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 th for
their next role through the Career Enhancement Journey to Excel (CJEx)
STAKEHOLDER INTERACTION
Type of Interaction: Internal
Interaction with: Sales Associates, Regional Business Manager and Zonal Business Manager
Nature of Interaction: Routine communication in connection with specified tasks and handling escalations from
accounts. Communication requiring some level of diplomacy, coordination, synergy and sensitisation on IR matters
Type of Interaction: External
Interaction with: Healthcare professionals/ Clearing and Forwarding Agents / Stockist / Chemists / Purchase managers
Nature of Interaction: Explanation of products or services to customers and communication around escalated or difficult
queries with customers and inventory management
JOB REQUIREMENTS
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)
Functional Competency (Proficiency Levels from 1 5, with 1 being the basic and 5 being mastery)
Achievement Orientation (1)
Digital fluency (1)
Data-driven decision-making (1)
Driving high performance in teams (1)
Customer centricity (1)
Behavioural Competency
Dominance Confident, High on Energy, Achievement Orientation
Influence Builds Trust, Tactful, Collaborative
Steadiness Calm, Emotionally Stable, Positive
Conscientiousness Vocal, High on Integrity, Organised
The above statements are intended to describe the general nature, level and expectations of work being performed by people assigned to this job. They are not intended to be an exhaustive list of all the
required duties, responsibilities and job specifications / requirements and that individual entities may amend this list based on their specific requirements and business context.The above statements are intended to describe the general nature, level and expectations of work being performed by people assigned to this job. They are not intended to be an exhaustive list of all the
required duties, responsibilities and job specifications / requirements and that individual entities may amend this list based on their specific requirements and business context.
Job Classification
Industry: Pharmaceutical & Life SciencesFunctional Area / Department: Sales & Business DevelopmentRole Category: Enterprise & B2B SalesRole: Area Sales Manager (B2B)Employement Type: Full timeContact Details:
Company: USVLocation(s): Puducherry
Keyskills: Pharma Selling Cardio Diabetic B2B Sales
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