ABM Hyd. HQ Corona Team

Area Sales Manager

JOB DESCRIPTION

RoleArea Business Manager-Metro

DesignationAssistant Manager Deputy Manager

FunctionSales

DepartmentDomestic Sales

Reporting toRegional Business

Manager

Job GradeL4B

Direct Reportees4 - 5

Indirect ReporteesNA

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 Key Account Management high-end HCP engagement

and corporate hospitals in metro and Tier 1 cities

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 tour plans (MTCP> STP >MTP) and coverage plan with a data-driven branding-focused

approach strategically targeting corporate accounts and potential prescribers in metro and Tier 1 cities

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 tools 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

Monitor product availability at modern trade pharmacies corporate hospital pharmacies and top chemists to ensure

seamless prescription fulfilment

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 healthcare professionals 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 excellent communication skills including scientific acumen and a good command of English along with

strong negotiation and interpersonal skills. Additionally must be proficient in HCP potential mapping planning and

mentoring and coaching of new onboards as well as collaborating on the execution of common (multi-team) activities

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 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.

Required Experience:

Manager