ZBM|| Guardian || Kolkata

Role Objective:Oversee and manage the execution of sales strategies ensuring the achievement of sales targets while maintaining compliance. Drive the overall growth profitability and competitive positioning of USVs pharmaceutical products across the zone

KEY RESPONSIBILITIES

Business Development and Strategy

• Drive improvement of underperforming headquarters to boost overall sales performance

• Drive performance of new brands to ensure effective market penetration and sustained brand equity

• Ensure team adherence to compliance in sales processes through periodicaudits

• Develop and implement zonal sales plans and budgets aligned with national strategy

• Drive classification of core customers to optimise prescription generation

• Monitor industry practices new trends and product launches in Sales & Marketing and Sales Training

• Manage and communicate strategies campaigns and product knowledge to Regional Business Manager

• Support National Business Manager in strategy development by conducting competitor intelligence (CI) analysis

• Support National Business Manager in implementing strategic change initiatives

Sales Management

• Identify and tag key opinion leaders and ensure targeted conversion

• Conduct structured and data-driven review meetings to optimise sales performance

• Review coverage of Regional Business Manager and Area Business Manager standard visit list

• Drive system adoption for real-time tracking of KPIs and performance metrics by utilising dashboards

• Oversee development of progressive regions and Area Business Manager development to strengthen overall zonal performance

• Implement consequence management processes including smooth exits for underperformers / diluters

• Collaborate with the Chronic Business team for Key Account Management

• Support National Business Manager in managing resource allocation to optimise budget and manpower utilisation

Supply Chain Management

• Conduct audits of cost and freight verify discounts and validate credit notes in the field

• Evaluate and recommend stockists in accordance with USVs policies and practices

• Monitor supply chain by analysing market dynamics to develop competitive intelligence

• Support National Business Manager in maintaining business hygiene such as stock expiry return percentages and overdue credits

• Validate the special rates approvals and ensure proper hygiene during the process

Reporting and Submission

• Submit monthly tour plans reports and scientific activity documentation according to established norms

• Ensure timely submission of all documents related to compliance department

• Oversee governance for core category HCPs and ensure diligent follow-up on action plans

Stakeholder Engagement

• Build and maintain strong relationships with KOLs to enhance brand positioning

• Validate potential mapping of key opinion leaders through chemist audits

• Strengthen business outcomes by leveraging core customer connections

• Collaborate with the corporate hospital business and institutions for enrolment and coverage of potential HCPs

• Support National Business Manager in IDC and CCC channel management

People and Culture

• Promote and embody the USV Credo

• Promote fairness transparency and an unbiased approach in team management

• Drive recruitment and induction to ensure job fit and culture fit candidates are onboarded within timelines

• Resolve people issues and conflicts provide guidance to achieve harmonious and productive work environment

• Develop a high-performance culture through periodic reviews coaching mentorship and talent development initiatives

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

• Cultivate adaptability within the team to navigate market and organisational changes effectively

• Foster team collaboration and encourage cross-functional coordination to achieve shared goals

STAKEHOLDER INTERACTION

JOB REQUIREMENTS

Professional Experience and Relevant Skills

• Must have minimum of 12 years of overall experience and 8 years in Pharma Sales

• Must possess leadership and strategic planning skills with resilience and reliability excel in communication and networking have an analytical mindset embrace digital adoption manage teams with empathy demonstrate financial acumen and exhibit excellent project management abilities. Additionally must display data-driven decision-making proficiency with performance dashboards adaptability conflict resolution and negotiation skills for optimal participation in events

Academic Qualifications & Certifications

• Educational Qualification: Bachelor of Science (BSc) Graduate

• Relevant Certifications: Advanced Certificate in Pharmaceutical Sales Management or relevant certificates

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

Required Experience:

Director