Area Business ManagerCrescendoBhubaneswar

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 the defined sales and marketing plans to drive sales in the assigned area

• 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 teams thoroughness and preparation

• Leverage data dashboards and analysis to support sales associates with reviews

Sales Management

• Validate standard visit list (SVL) tour plans (MTCP> STP >MTP) and coverage plan in accordance with company policy

• Prepare the team for in-clinic discussions by facilitating practice strategy understanding and product knowledge by effective utilisation of 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 JFW

• 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 SRS 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 ICEP SRS iPads 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 availability of new products and liquidation of non-moving or near-expiry products

• Guide sales associates in managing difficult stockists and ensure effective communication by visiting key A A and B stockists to strengthen relationships and address issues

• Ensure orders secondary and among stockists

• Identify and propose new stockists based on business needs

Stakeholder Engagement

• Ensure doctor attendance at continuous medical education sessions /campaigns and coordinate with speakers to enhance learning experience

• Identify and ensure the participation of the right healthcare professionals in company programs such as CME and skill-up sessions

• Manage core healthcare professionals by accurate identification timely engagement based on moments of truth (MOT) coverage and prescription support

People and Culture

• Promote and embody the USV Credo

• 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

• Retain key talents and identify high-potential candidates in consultation with the Regional Business Manager and groom them to take up the next role

• Guide reportees to overcome challenges and optimise performance to achieve by providing solutions and constructive support

STAKEHOLDER INTERACTION

JOB REQUIREMENTS

Professional Experience and Relevant Skills

• Minimum of 4 years of overall experience and 2 years in relevant experience - external

• Must possess team management skills with the ability to motivate and guide the sales team to achieve targets. govern above remotely good communication skills interpersonal skills for building and maintaining relationships with healthcare professionals and stockists and willingness to travel. Demonstrate ability in execution of sales and marketing strategies and ability to identify potential opportunity (hcp 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

Required Experience:

Manager