Area Business Manager

Cadila Pharmaceuticals Limited; Lucknow; On-site; INR 1,200,000 - 2,400,000; Full time

Job summary

Cadila Pharmaceuticals Limited in Lucknow, India, is seeking a seasoned Sales Leader for an area-focused role. You will drive monthly and annual sales targets, develop KOL networks, and expand market coverage.

Lead a Field Officers team, ensure disciplined execution of marketing initiatives, and maintain rigorous reporting through Phyzii. Prior frontline management in pharma and strong leadership are essential.

Qualifications

• Experience in pharmaceutical sales; prior First Line Management experience preferred.
• Strong process orientation; MNC experience is an advantage.
• Good interpersonal, analytical, and leadership skills.
• Strong communication, execution capability, and attention to detail.

Responsibilities

• Achieve monthly and annual sales targets for the area and drive brand-wise target achievement.
• Develop and manage brand-specific core customers and KOLs; visit KOLs regularly.
• Identify core customers for each key product and expand market coverage.
• Lead, coach, and motivate Field Officers; ensure right customer, product and frequency.
• Ensure effective execution of CMEs, symposiums, camps, and marketing initiatives.
• Ensure timely and accurate reporting in Phyzii and maintain sales records.

Skills

Leadership

Sales strategy

Communication

Interpersonal skills

Analytical thinking

Job description

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.).

Candidate Profile

• Experience in pharmaceutical sales; prior First Line Management experience preferred.
• Strong process orientation; MNC experience is an advantage.
• Good interpersonal, analytical, and leadership skills.
• Strong communication, execution capability, and attention to detail.

Key Competencies

• Territory & Business Planning
• Team Leadership & Performance Management
• Sales Target Achievement
• KOL & Key Account Management
• Ethical Compliance & Process Discipline