Area Business Manager

Cadila Pharmaceuticals Limited; Nagpur District; On-site; INR 600,000 - 1,200,000; Full time

Job summary

Cadila Pharmaceuticals Limited in India is seeking an energetic Area Sales Manager to lead and develop a team of Field Officers, drive brand targets, and strengthen relationships with doctors, KOLs, and chemists.

You will ensure territory planning, forecast accuracy, and timely market activities while implementing marketing strategies and managing distributor interfaces to improve coverage and growth. This role offers field leadership in a dynamic pharmaceutical sales environment.

Qualifications

• Experience in First Line Management is preferred.
• Strong process orientation 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.
• 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.

Skills

Territory & Business Planning

Team Leadership & Performance Mgmt

Sales Target Achievement

KOL & Key Account Management

Ethical Compliance & Process Discpline

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. 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. 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. 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. 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. 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. 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.