RBM Hubli HQ Conquer

JOB DESCRIPTION

RoleRegional Business Manager

DesignationManager Senior Manager

FunctionSales

DepartmentDomestic Sales

Reporting toZonal Business

Manager

Job GradeL5B L5A

Direct Reportees4 - 5

Indirect Reportees20 - 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

Expand reach by strengthening relationships with a broader HCP base including specialists general practitioners and

pharmacy-driven prescribers in Tier 2 & 3 markets

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

Supervise the management of vacant headquarters to ensure business continuity

Foster strong relationship with core customers to achieve desired business outcomes

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 and conduct 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

Evaluate and recommend new stockists in strategic locations to strengthen market presence and distribution

efficiency

Stay informed about online stockists and their impact

Stakeholder Engagement

Drive relationships and business outcomes from core customers

Build and maintain strong relationships with Key Business Leaders and high potential customers 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 and Hospitals

People and Culture

Promote and embody the USV Credo

Guide reportees to overcome challenges and optimise performance to achieve sales

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.Conduct differential recruitment and induction to ensure job fit and culture fit candidates are onboarded within

timelines

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 associate 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 National Business Manager

Marketing team 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

OperatorsNature of Interaction:Explanation of products or services to customers or clients and communication around

escalated or difficult queries with customers or clients and interaction with Health Care Operators

JOB REQUIREMENTS

Professional Experience and Relevant Skills

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

Must possess strong relationship-building skills deep market understanding and a hands-on approach to managing

field operations. High level of adaptability and persistence.Must adapt strategy between branding-driven engagement in

metro and hands-on relationship-driven sales in smaller towns

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 (2)

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.

Required Experience:

Manager