Area Business Manager

Cadila Pharmaceuticals Limited; Mumbai; On-site; INR 900,000 - 1,300,000; Full time

Job summary

Cadila Pharmaceuticals Limited in Mumbai seeks a results-driven Sales Manager to lead area sales and brand performance. You will develop key customer relationships and KOL networks, drive market expansion, and guide Field Officers to achieve targets.

The role requires strong leadership, communication, and a detail-oriented approach to forecasting, reporting, and program execution in a fast-paced pharma environment.

Qualifications

• Experience in pharmaceutical sales and frontline management preferred.
• Strong process orientation; MNC experience is an advantage.
• Excellent interpersonal, analytical and leadership abilities.
• Strong communication, execution capability and attention to detail.

Responsibilities

• Achieve monthly and annual sales targets for the area and drive brand-wise targets.
• Develop and manage brand-specific customers and KOLs; maintain high market coverage.
• Identify core customers and expand market coverage for growth opportunities.
• Lead, coach and motivate Field Officers; ensure right product and right frequency approach.
• Execute marketing programs (CMEs, camps, symposiums) and track performance.
• Maintain accurate reporting in Phyzii and keep records up to date.

Tools

Phyzii

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