Zydus Cadila - Area Business Manager - Multi Therapy Segment - West

Location - Aurangabad

Division - Zydus Fortiza

Specialist - Multi therapy segment

Educational Qualification : Bachelor of Pharmacy, Master's degree in Business administration

Supervises : Front Line Executives / Officers - 6 or more nos. working in 1 or more states (Defined as region by BU)

Position Summary : (Job Purpose)

Accountability :

- To ensure that the SBUs goal is achieved for the area/Region in terms of Sales and Collections. The objective of the job is to attain set targets from the area)/Region by guiding the team of FLM/Front Line Executives, which contributes to the total dimension objective for the specific year.

- He/She is to ensure complete implementation of strategies given by the company.

Scope:

- Area Covered: /6-10 districts

- To achieve sales and collection objectives

- To improve customer base

- To achieve market share objectives

- To improve Rank in the region.

Dimension:

- No. of employees reporting directly 6 or more Nos.

- Annual Budgeted Sales of the SBU(OB - 11)

- Annual Budgeted Sales of the Job holder

Delegation of Responsibility:

- In the absence of the job holder, the responsibilities will be delegated to respective Executives/ Officers.

- Administrative and decision making responsibilities shall be referred to Sales Manager/ Regional Business Manager

Decisions made alone:

- Budget Splitting, Preparing of RSP - stock availability

- Job allocation to the team

- To sanction some money for the doctors get together, souvenir or for journals in a limited amount with discussion with Sales Manager.

- To sanction the leave and expenses of Front Line Representative.

- Performance evaluation of Team, recommend performance rating and promotion

- To approve/sanction thebreakages / expiry goods as per Standard Operating Procedures.

- Putting right people at right places, thus optimizing their potential

Decision Made In Consultation:

- In consultation with superiors selection of team members and appointment of stockists etc.

- Any deviation from the stipulated policy.

KEY RESULT AREAS:

- To improve sales collections, receivable and reduce outstanding.

- Ensuring FRS & breakage expiry within company norms.

- To ensure effective distribution network through stockists for proper goods availability.

- Prepare RSP - Rolling Sales Plan

- To attain proper product mixes for the area and thereby contribute maximum towards organization profits.

- To ensure absolute implementation of company strategies by team in the field.

- To make sure of complete coverage of existing customers and better customer service

- To improve market share specific to their Region.

- To improve performance of key focus brands and new products.

- Vacancy management

- To further develop the territory and arrest attrition

- To ensure development of people and to identity people to handle higher responsibilities in future. Custodian of training and development of the team.

- Scouting talents from the field.

Problems/ Key Features :

- To achieve the budgeted sales in a highly competitive market

- Stock availability at the time of crises

- To maintain highly motivated, fully engaged and a competitive team

- Control attrition

Interface:

Internal Customer:

- Sr. Mgr, Accounts & Comm.

- Manager - Regional Accounts

- Distribution Managers

- Brand Management Team

- Superiors

- Front Liners

- CFA Agents

- Immediate support staff

External Customer:

- Doctors,

- Retailers,

- Stockists,

- Some special vendors

Competencies Required:

Technical Competencies:

- Able to demonstrate & coach the company sales process

- Knowledge of business and management principles involved in resource allocation, human resources modeling, leadership technique, and coordination of people and resources.

- Knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.

Candidates from Pharma background will be preferred.