Area Business Manager-OTC

PERSOL; Thane, Mumbai, Delhi; On-site; INR 900,000 - 1,500,000; Full time

Job summary

PERSOL is seeking an Area Business Manager Trade to drive end-to-end sales across distributors, retailers, and field teams in the Maharashtra region. The role emphasizes target achievement, channel development, and market execution.

The candidate will lead a team of SOs/TSOs/MRs, plan promotions, monitor performance, and ensure timely collections and stock management. Extensive field travel is expected.

Qualifications

• 5–15 years of experience in OTC, FMCG, or Pharmaceutical Sales.
• 3–7 years of relevant team-handling or supervisory experience.
• Graduate in any discipline; Science graduates preferred for pharma/OTC.
• Proficiency in MS Excel and familiarity with DMS/SAP.
• Strong leadership, analytical, negotiation, and relationship management skills.
• Willingness to undertake extensive field travel (15–20 days per month).

Responsibilities

• Drive primary sales (company to distributor) and secondary sales (distributor to retailer) to meet monthly, quarterly, and annual targets.
• Appoint, manage, and develop distributors, stockists, and super-stockists.
• Expand and strengthen the retail network across the territory.
• Recruit, train, manage, and motivate Sales Officers (SOs), Territory Sales Officers (TSOs), Sales Representatives, or Medical Representatives (MRs).
• Plan and execute trade schemes, consumer promotions, product activations, and other market initiatives.
• Conduct regular market visits to understand market trends, customer needs, competitor activities, pricing, launches, and schemes.
• Ensure timely collections from distributors and effective management of outstanding payments.

Skills

Sales management

Distributor channel management

Team handling

Market execution

Negotiation

Communication

Leadership

Education

Bachelor's 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.