Regional Business Manager - Vijayawada & Ernakulam
- USV
- 10 - 20 years
- Ernakulam
- 3 days ago
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Job Description
Role & responsibilities
Role Regional Business Manager-Metro
Designation Manager Senior Manager
Function Sales
Department Domestic Sales
Reporting to Manager Zonal Business Manager
Job Grade L5B L5A
Direct Reportees 4 - 5
Indirect Reportees 20 - 30
Role Objective: Manage the execution of sales plans to achieve and exceed sales in the assigned region. Foster a
positive organisational image among customers while driving team performance
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
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. 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: Sales Associates, Area Business Manager, Zonal Business Manager and National Business Manager,
Marketing and relevant cross functional teams
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 / Health Care
Operators/ Corporate accounts, Hospital institutions, and Modern trade partners
Nature of Interaction: Explanation of products or services to customers and addressing escalations or difficult queries
JOB REQUIREMENTS
Professional Experience and Relevant Skills
- 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
Functional Competency (Proficiency Levels from 1 5, with 1 being basic and 5 being mastery)
Achievement Orientation (3)
Digital fluency (3)
Data-driven decision-making (3)
Driving high performance in teams (3)
Customer centricity (3)
Behavioural Competency
Resilient - Calm, Emotionally Stable, Confident and Recovers quickly
Extrovert - Positive, Sociable, High on Energy, Takes Charge, Builds Trust and Tactful
Originality - Curious, Practical approach and Adaptive to change
Accommodation - Team Player, Collaborator, Humble and Vocal
Consolidation - Structured planner, Organised, Focused, Achievement Orientated and High on Integrity
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.
Preferred candidate profile
Age : 42 max
Segment : Cardio Diabetic - must
RM exp. - min. 2 years of RM experience
Interested candidates can share their CVs to na*****s@***.in / 8097078***
Regards
Team HR
Job Classification
Industry: Pharmaceutical & Life SciencesFunctional Area / Department: Sales & Business DevelopmentRole Category: Enterprise & B2B SalesRole: Regional Sales Manager (B2B)Employement Type: Full timeContact Details:
Company: USVLocation(s): Ernakulam
Keyskills: Cardio Diabetic Cardiac Diabetes Pharmaceutical Sales Pharma Selling Sales Pharmaceutical
USV
USV Pvt Ltd We are a leading health care company with the following areas of focus: Branded Generics, Active Pharmaceutical Ingredients (APIs & Formulation) and Bio-similars. Sixty-eight percent of our business is contributed by the India operations and the rest by export of APIs...
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