Area Business Manager-OTC

PERSOL; Jabalpur; On-site; INR 1,200,000 - 2,100,000; Full time

Job summary

PERSOL is seeking an Area Business Manager Trade in India to drive primary and secondary sales, manage distributors and the retail network, and lead field teams across assigned territory. You will implement market schemes, promotions, and visibility programs while ensuring stock availability and strong channel relationships.

Extensive travel (15–20 days/mo) is expected. Graduate with 5–15 years in OTC/FMCG/pharma sales preferred.

Qualifications

• Graduate in any discipline; science graduates preferred for pharma/OTC.
• 5–15 years in OTC, FMCG, or Pharmaceutical Sales with 3–7 years in supervision.
• Strong sales, distributor/channel, retail expansion, team handling, market execution.

Responsibilities

• Drive primary and secondary sales to meet targets.
• Appoint and develop distributors, stockists, and super-stockists.
• Expand and strengthen the retail network in the territory.
• Lead and coach SOs, TSOs, and MRs; monitor performance.
• Plan trade schemes, promotions, and brand initiatives at ground level.
• Conduct market visits; report trends and actions; maintain data in systems.
• Manage collections and monitor distributor stock to prevent stock-outs.

Skills

Sales management

Distributor management

Channel management

Retail expansion

Team leadership

Market intelligence

Analytical skills

Communication

Negotiation

Education

Graduate degree

Tools

MS Excel

DMS

SAP

Job description

Area Business Manager Trade

Key Responsibilities

1. Sales Target Achievement

• Drive primary sales (company to distributor) and secondary sales (distributor to retailer) to achieve monthly, quarterly, and annual targets.
• Monitor sales performance and take corrective actions to achieve business objectives.

2. Distributor & Channel Management

• Appoint, manage, and develop distributors, stockists, and super-stockists.
• Ensure effective distribution, product availability, and smooth channel operations.
• Build strong relationships with channel partners and resolve operational issues.

3. Retail Network Expansion

• Expand and strengthen the retail network across the assigned territory.
• Improve product availability, distribution reach, and visibility at retail outlets.
• Ensure effective merchandising and execution of brand standards.

4. Team Leadership & Coaching

• Recruit, train, manage, and motivate Sales Officers (SOs), Territory Sales Officers (TSOs), Sales Representatives, or Medical Representatives (MRs).
• Conduct regular joint market visits to coach and develop team members.
• Monitor individual and team performance against defined targets.

5. Market Execution & Promotion

• Plan and execute trade schemes, consumer promotions, product activations, and other market initiatives.
• Ensure effective implementation of company strategies and promotional plans at the ground level.

6. Market Intelligence & Reporting

• Conduct regular market visits to understand market trends, customer needs, competitor activities, pricing, launches, and schemes.
• Provide timely and accurate daily/monthly sales reports and market updates.
• Maintain relevant sales and market data using Excel, DMS, SAP, or other business systems.

7. Collections & Inventory Management

• Ensure timely collections from distributors and effective management of outstanding payments.
• Monitor distributor inventory and stock movement to maintain optimum inventory levels.
• Proactively address potential stock-outs and supply-related issues.

Candidate Requirements

• Experience: 5–15 years of experience in OTC, FMCG, or Pharmaceutical Sales, with 3–7 years of relevant team-handling/supervisory experience.
• Education: Graduate in any discipline; Science graduates preferred, particularly for pharmaceutical/OTC businesses.
• Functional Skills: Strong expertise in sales management, distributor/channel management, retail expansion, team handling, market execution, and business development.
• Technical Skills: Proficiency in MS Excel and familiarity with DMS, SAP, or similar sales management systems.
• Soft Skills: Strong leadership, analytical, communication, negotiation, and relationship-management skills.
• Field Mobility: Willingness to undertake extensive field travel, approximately 15–20 days per month.