Area Business Manager

USV PRIVATE LIMITED; Punjab; On-site; INR 900,000 - 1,400,000; Full time

Job summary

USV PRIVATE LIMITED in Punjab, India, is seeking an Area Business Manager (Non-Metro) in its Domestic Sales team. The role targets achievement of sales goals across Tier 2 and Tier 3 towns, by leading a team of sales associates and driving initiatives with healthcare professionals.

You will coordinate with the Regional and Zonal management, implement defined sales plans, ensure product availability, and use ICEP coaching and dashboards to improve in-clinic effectiveness.

Qualifications

• Minimum of 4 years of overall experience with 2 years of experience in relevant roles.
• Must possess the ability to govern operations remotely, along with excellent communication skills and interpersonal abilities for building and maintaining relationships with healthcare professionals and stockists.
• A willingness to travel and the ability to identify potential opportunities (HCPs, geography, etc.).

Responsibilities

• Drive achievement of sales targets within a geographic area (district) by effectively managing a team of sales associates.
• Execute defined sales and marketing plans with a focus on expanding engagement across a broad mix of HCPs, including specialists and general practitioners in Tier 2 & 3 towns.
• Validate standard visit list, tour plans (MTCP> STP >MTP) and coverage plan with a high field presence, relationship-driven approach, and frequent follow-ups with prescribers and potential HCPs in Tier 2 & 3 towns.
• Prepare the team for in-clinic discussions by facilitating practice, strategy understanding and product knowledge by effective utilisation of In-clinic effectiveness Program (ICEP) coaching tool
• Validate new/transferred HCPs and recommend additions and deletions to the standard visit list
• Evaluate metrics like call average coverage/repeat coverage and create plan to address gaps during the weekly reviews and Joint Field Work plans
• Plan monthly visits and manage vacant areas by assigning potential HCPs during the vacancy period
• Conduct periodic review meetings to provide updates to Regional Business Manager and Zonal Business Manager, ensuring adherence to the Sales Review Scorecard framework
• Ensure timely submission of all required documents, including daily call reports, monthly tour plans, expense statements and compliance documents (if any)
• Utilise internal tool including In-clinic effectiveness Program (ICEP), Sales Review Scorecard (SRS), iPad and dashboards, to improve in-clinic effectiveness
• Support the successful launch of new products within assigned area
• Allocate and manage time effectively in underperforming headquarters.

Education

Bachelor of Science / Bachelor of Pharmacy

Job description

Job Description

Role Area Business Manager Non-Metro

Designation Assistant Manager - Deputy Manager

Function Sales

Department Domestic Sales

Reporting to Regional Business Manager

Job Grade L4B

Direct Reportees 4 - 5

Indirect Reportees NA

Role Objective : Drive achievement of sales targets within a geographic area (district) by effectively managing a team of sales associates

Key Responsibilities

Business Development

• Execute defined sales and marketing plans with a focus on expanding engagement across a broad mix of HCPs, including specialists and general practitioners in Tier 2 & 3 towns
• Gather market feedback and communicate insights to the marketing team including information on new geographic areas, emerging HCPs in practice, and competitor intelligence
• Participate in cycle meetings to understand campaigns and processes, ensuring the team's thoroughness and preparation
• Leverage data, dashboards and analysis to support sales associates with reviews

Sales Management

• Validate standard visit list, tour plans (MTCP> STP >MTP) and coverage plan with a high field presence, relationship-driven approach, and frequent follow-ups with prescribers and potential HCPs in Tier 2 & 3 towns
• Prepare the team for in-clinic discussions by facilitating practice, strategy understanding and product knowledge by effective utilisation of In-clinic effectiveness Program (ICEP) coaching tool
• Validate new/transferred HCPs and recommend additions and deletions to the standard visit list
• Evaluate metrics like call average coverage/repeat coverage and create plan to address gaps during the weekly reviews and Joint Field Work plans
• Plan monthly visits and manage vacant areas by assigning potential HCPs during the vacancy period
• Conduct periodic review meetings to provide updates to Regional Business Manager and Zonal Business Manager, ensuring adherence to the Sales Review Scorecard framework
• Ensure timely submission of all required documents, including daily call reports, monthly tour plans, expense statements and compliance documents (if any)
• Utilise internal tool including In-clinic effectiveness Program (ICEP), Sales Review Scorecard (SRS), iPad and dashboards, to improve in-clinic effectiveness
• Support the successful launch of new products within assigned area
• Allocate and manage time effectively in underperforming headquarters

Supply Chain Management

• Ensure product availability at retail chemists, dispensing doctors, and local pharmacy chains, aligning with pharmacy-driven demand in Tier 2 & 3 markets

Stakeholder Engagement

• Ensure HCP's attendance at continuous medical education sessions /campaigns and coordinate with speakers to enhance learning experience
• Identify and ensure the participation of the right HCPs in company programs such as Continuous Medical Education and skill-up sessions
• Manage core HCPs by accurate identification, timely engagement based on moments of truth (MOT), coverage and prescription support

People and Culture

• Promote and embody the USV Credo
• Guide reportees to overcome challenges and optimise performance by providing solutions and constructive support
• Conduct timely recruitment and induction process
• Develop a high-performance culture through periodic reviews, feedback and action planning
• Provide trainings to ensure the team has the latest knowledge and skills to excel and drive the organization forward
• Support the team by offering coaching, demonstrating best practices, acknowledging efforts and leading by example
• Engage and retain key talents by fostering a supportive work environment and offering continuous opportunities
• Identify high-potential candidates in consultation with the Area Business Manager and support them in grooming them for

their next role through the Career Enhancement Journey to Excel (CJEx)

STAKEHOLDER INTERACTION

Type of Interaction: Internal

Interaction with: Sales Associates, Regional Business Manager and Zonal Business Manager

Nature of Interaction: Routine communication in connection with specified tasks and handling escalations from accounts. Communication requiring some level of diplomacy, coordination, synergy and sensitisation on IR matters

Type of Interaction: External

Interaction with: Healthcare professionals/ Clearing and Forwarding Agents / Stockist / Chemists / Purchase managers

Nature of Interaction: Explanation of products or services to customers and communication around escalated or difficult queries with customers and inventory management

Job Requirements

Professional Experience and Relevant Skills

• Minimum of 4 years of overall experience with 2 years of experience in relevant roles
• Must possess the ability to govern operations remotely, along with excellent communication skills and interpersonal

abilities for building and maintaining relationships with healthcare professionals and stockists. Additionally, must have

a willingness to travel and the ability to identify potential opportunities (HCPs, geography, etc.)

Academic Qualifications & Certifications

• Educational Qualification: Bachelor of Science / Bachelor of Pharmacy (Relevant pharma sales experience and managerial experience)

Functional Competency (Proficiency Levels from 1 - 5, with 1 being the basic and 5 being mastery)

• Achievement Orientation (1)
• Digital fluency (1)
• Data-driven decision-making (1)
• Driving high performance in teams (1)
• Customer centricity (1)

Behavioural Competency

Dominance - Confident, High on Energy, Achievement Orientation Influence - Builds Trust, Tactful, Collaborative Steadiness - Calm, Emotionally Stable, Positive Conscientiousness - Vocal, High on Integrity, Organised