Regional Business Manager - Pharma Oncology Division

Profile-Regional Business Manager -Pharma Oncology Division

Location -Mumbai, Delhi, Kolkata, Hyderabad, Chennai Work from Office

Experience -8 to 12 years in Pharma Sales volume of business upto 40 crores, should have handled a front line team of 8 to 9 members.

Remuneration -Best in the industry

Job Description-

Strategic/ Policy:

- Ensure achievement of Sales budgets for the assigned geographical region.

- Plan and develop suitable sales strategy in consultation with the BU Head. Take the inputs of the team to prepare the sales plan.

- Prepare the regional sales targets for each of the key products, plan monthly sales targets and schedule sales for each district so as to optimize the potential and field force productivity for the region as a whole.

- Monitor team distribution of targets to territories - product wise and value wise - for each key product with annual and monthly sales targets.

- Validate the sales targets set by the team.

- Validate the sales forecast / rolling sales plan as per the defined frequency.

- Manage salvage net to maintain it at an acceptable level.

- Support the BU for budgeting.

- Conduct manpower planning for the region in consultation with the BU Head.

- Conduct sales analytics to identify areas / stakeholders to be focused upon for driving business growth.

- Organize collection of market intelligence through systematic collection and analysis of data, statistics and information from the field and use the same to recommend and/or redesign sales strategy to meet competition.

Operational / Process :

- Stay updated on the competitors' activities through personal visits to medical practitioners, wholesalers and retailers and through systematic collection and analysis of data, statistics and information.

- Make personal/ virtual visits to the key customers / opinion leaders to build up effective relationships and assess the effectiveness of promotional strategy / promotional campaigns. Make suitable recommendations to HO as deemed fit.

- Effective utilization of digital assets for the promotion of portfolio.

- Review and assess the effectiveness of sales campaigns and programs; take corrective action and recommend improvement in sales planning, sales methods, market coverage and sales administration.

- Coordinate with local chapter of Indian Medical Association and other Medical Associations of Physicians & Surgeons etc. for participating in Medical Symposia and Group Meetings.

- Maintain contacts with eminent medical practitioners and opinion makers, wholesalers, hospital authorities, concerned government officers to promote goodwill and image.

- Support institutional sales for the region by developing and managing relationships with key institutions in the region.

- Negotiate special prices for sale of Pharma products to hospitals and other institutions and for liquidation of short-dated stocks in coordination with the Institutional Sales Team.

- Build relationships with, and manage Key Opinion Leaders (KOLs) and key customers.

- Supervise implementation of product promotion campaigns for new and existing products for the region.

- Provide inputs to the marketing team for articulation of the marketing strategy.

- Coordinate with the CFA and distribution teams to ensure product availability in the region

- Ensure routine submissions to the HO in a timely manner.

- Supervise planning and organizing of Continuing Medical Education (CME) programs with help from HODs, Consultants and hospital admin department.

People Management:

- Demonstrate and promote global values in all interactions

- Demonstrate leadership behaviors

- Set out targets and objectives jointly for key positions with the BU Head

- Appraise performance on the achievement of targets against predefined objectives and recommend career progression decisions for team members.

- Ensure subordinate development through performance monitoring, periodical counseling, guiding and coaching

- Maximize productivity of the team through efficient decision making and delegation of authority

- Actively focus on subordinate development through performance monitoring, periodical counseling,guiding and coaching.

- Assist the Field Training Manager in identification of training needs for the field/ virtual executives in the region.

- Ensure the field / virtual executives undergoes training in line with the identified needs as well as relevant product and selling skills training programs.

- Provide guidance to the team with respect to company procedures, policies and guidelines

- Handle grievances and disciplinary issues in the region in consultation with HO departments

- Responsible for creation of Individual Development Plans for the reportees at the beginning of every year and conduct of periodic reviews on the progress made. Provide them with the requisite assistance to enable their development as per the plan.

- Act as the custodian of all compliance related matters for the region

Financial :

- Manage P&L for the region.

- Responsible for expense management for the region including promotional budget.

- Regulate the acceptance and execute orders within the authorized limit.

- Ensure that customer dues are collected in accordance with credit terms & outstanding are kept to the bare minimum.

- Recommend exception approvals for customers to the BU Head basis due diligence

- Ensure proper utilization of product samples, detailing aids and other promotional material

- Ensure budget control and adherence for the area

- Ensure proper accounting and reporting of expenses to the HO for all promotional spends in the region

- Handle bank operations for the Region

Technology :

- Use IT tools and integrated software for Business and MIS

- Identify technology solutions for enabling better information availability

- Continuously evaluate technology developments for evaluating and adopting innovations in training

Qualification & Experience :

- Science graduate with management degree preferred

- Experience level - 8 to 12 years in sales and marketing organization

- Candidates with rich First / Second Line Manager experience

- Oncology experience is a must

- People Management experience is a must