Area Business Manager

Principal Accountabilities

• Achievement of Budgeted Sales Targets
  
  

Achievement of overall Monthly Sales Targets leading to achievement of Annual Sales Targets

Achievement of Brand-wise Sales Targets esp. for Thrust Brands

Ensuring achievement of targets by each FO territory and maximizing productivity

Improve business hygiene by reducing sales returns & expiries

Effective forecasting to ensure smooth availability & distribution of products

Co-ordination with business partners/ distribution

Ensuring achievement of collection targets

• Customer Development/ KOL Development
  
  

Development of brand specific core customers & develop their business contributions

Monitoring the efforts of field officers with specific focus on ensuring Dr Call Average of 12 and minimum 95% MCR coverage

Supporting the implementation of strategic alliance programs for maximizing ROI from KOLs through ensuring periodical visits as

mandated by HO

Development & sustenance of relationships of KOLs through personal visits

Periodically track the contribution from KOLs and ensure interventions under the guidance of SMs in protecting & developing the

business from KOLs

• Product Development
  
  

Identification and development of core customers for each product and maximizing their returns

Developing mechanisms to track the performance progress of these products and addressing gaps if any

• Team Development/ Competence Development
  
  

Developing the in-clinic effectiveness through channelizing the efforts of Field Officers in terms of Right Customer, Right Product and

ensuring Right Frequency of visits

Improving in clinic competence of FOs by developing their product knowledge, application of selling skills through joint call coaching

Development of teamwork and culture amongst the FOs

Ensuring business process discipline & hygiene

Planning & Organizing the efforts of self/ team

Efforts to retain the team and filling up of vacancies if any

• Effective Implementation of Marketing Programs
  
  

Ensuring effective implementation of marketing programs (CMEs/ Symposiums/Camps etc) thereby develop key brands in each territorythrough a team of FOs

Periodically track the implementation of marketing programs and address the gaps if any

Preparation of action plans during cycle meetings with an objective of improving implementation

Tracking the efforts of team members in terms of call average and coverage through Phyzii and ensuring compliance

Implementation of local strategies under guidance of SMs

• Reporting & Administration
  
  

Timely Phyzii reporting of Self & ensuring the discipline of FOs in timely reporting of Phyzii as per timelines

Maintaining the secondary sales & primary sales records of each territory and ensuring the same in case of FOs

Updation of MCR, Chemist list and Institution list on a periodical basis as mandated by HO

Ensuring effective DWP and implementation of the same

Ensuring discipline through control tools like STP, TP and other monitoring tools