AREA BUSINESS MANAGER

Cadila Pharmaceuticals Limited; Ernakulam; On-site; INR 800,000 - 1,100,000; Full time

Job summary

Cadila Pharmaceuticals Limited in Kerala seeks an experienced Area Sales Manager to lead and develop a team of Field Officers, deepen relationships with doctors, KOLs and chemists, and drive market development in the assigned area.

You will implement marketing strategies, ensure target achievement, and maintain discipline in reporting while expanding market coverage and optimizing distributive channels.

Qualifications

• Experience in First Line Management preferred.
• Strong channel and distributor liaison.
• Excellent interpersonal and leadership skills.
• In-depth knowledge of pharma market dynamics.
• Ability to forecast and plan sales strategies.

Responsibilities

• Achieve monthly and annual sales targets for the area.
• Drive brand-wise target achievement for focus brands.
• Ensure FO achieves territory targets and maximize team productivity.
• Improve business hygiene by minimizing returns and expiries.
• Forecast for product availability and distribution.
• Coordinate with distributors/C&F for supply management.
• Ensure timely collection and receivable targets.
• Develop and manage brand-specific core customers and KOLs.
• Track KOL contributions and implement corrective actions.
• Support strategic alliance programs to maximize ROI from key accounts.
• Identify core customers and expand market coverage.
• Monitor product performance and address gaps proactively.
• Lead, coach Field Officers; conduct joint field work.
• Plan manpower requirements and fill vacancies in a timely manner.
• Ensure effective CME, symposiums, camps and marketing initiatives.

Skills

Territory Planning

Team Leadership

Sales Targets

KOL Management

Ethical Compliance

Process Discipline

Interpersonal Skills

Communication

Analytical Skills

Job description

Job Description:

Role Objective / Major Purpose of the Job

The incumbent will be responsible for achieving area sales targets by leading and developing a team of Field Officers, strengthening customer (KOLs, doctors, chemists) relationships, ensuring product and market development, and driving effective implementation of marketing strategies in the assigned area.

Principal Tasks & Responsibilities

1. Sales & Business Achievement
   • Achieve monthly and annual sales targets for the area.
   • Drive brand-wise target achievement, especially for focus/thrust brands.
   • Ensure each FO achieves territory targets and maximize team productivity.
   • Improve business hygiene by minimizing returns and expiries.
   • Ensure accurate forecasting for smooth product availability and distribution.
   • Coordinate with distributors/C&F for effective supply management.
   • Ensure timely collection and achievement of receivable targets.
2. Customer & KOL Development
   • Develop and manage brand-specific core customers and KOLs.
   • Ensure team maintains Dr Call Average of 12 and minimum 95% MCR coverage.
   • Strengthen relationships with KOLs through regular personal visits.
   • Track KOL contribution and implement corrective actions where required.
   • Support strategic alliance programs to maximize ROI from key accounts.
3. Product & Market Development
   • Identify core customers for each key product and enhance their contribution.
   • Monitor product performance and address business gaps proactively.
   • Expand market coverage and identify new growth opportunities.
4. Team Leadership & Development
   • Lead, coach, and motivate Field Officers to improve in-clinic effectiveness.
   • Conduct joint field work to enhance product knowledge and selling skills.
   • Ensure right customer, right product, and right frequency approach.
   • Maintain discipline in business processes and reporting systems.
   • Drive teamwork, engagement, and retention within the team.
   • Plan manpower requirements and fill vacancies in a timely manner.
5. Marketing Program Implementation
   • Ensure effective execution of CMEs, symposiums, camps, and marketing initiatives.
   • Prepare actionable plans during cycle meetings to improve brand performance.
   • Track team productivity and compliance through Phyzii.
   • Implement local strategies under guidance of senior management.
6. Reporting & Administration
   • Ensure timely and accurate reporting in Phyzii (self & team).
   • Maintain and monitor primary & secondary sales records.
   • Periodic updating of MCR, chemist, and institution lists as per HO guidelines.
   • Ensure effective Daily Work Planning (DWP) and monitoring via control tools (STP, TP, etc.).

Key Skills & Competencies

• Functional / Technical:
• Territory & Business Planning
• Team Leadership & Performance Management
• Sales Target Achievement
• KOL & Key Account Management
• Ethical Compliance & Process Discipline
• Behavioural:
• Experience in prior First Line Management experience preferred.
• Strong process orientation is an advantage.
• Good interpersonal, analytical, and leadership skills.
• Strong communication, execution capability, and attention to detail.