Area Business Manager

Cadila Pharmaceuticals Limited; Nashik District; On-site; INR 700,000 - 1,000,000; Full time

Job summary

Cadila Pharmaceuticals Limited in Nashik district is seeking a results-driven Sales Manager to lead a team of Field Officers, strengthen relationships with doctors, KOLs, chemists, and drive execution of focused brand strategies across the area.

You will ensure monthly and annual targets, coordinate with distributors, monitor performance via Phyzii, and develop market opportunities while mentoring the team to improve in-clinic effectiveness.

Qualifications

• First line management experience preferred.
• Strong planning and organizational skills.
• Excellent communication and leadership abilities.
• Ability to drive brand targets through field teams.
• Customer relationship development and field sales understanding.

Responsibilities

• Achieve monthly and annual sales targets for the area.
• Drive brand-wise target achievement for focus brands.
• Ensure FO team meets territory targets and maximize productivity.
• Coordinate with distributors and C&F for supply management.
• Ensure timely collection and receivable targets.
• Develop and manage brand-specific core customers and KOLs.
• Lead, coach, and motivate Field Officers to improve in-clinic effectiveness.
• Implement marketing initiatives and CMEs.
• Maintain accurate reporting and DWP using Phyzii.

Skills

Territory planning

Team leadership

Sales target achievement

KOL & Key Account management

Ethical compliance

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

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.

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.

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.

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.

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.

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.