Institutional Business Manager

Cadila Pharmaceuticals Limited; Belagavi; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

Cadila Pharmaceuticals Limited is seeking an Area Sales Manager to lead and develop a team of Field Officers in Belagavi. The role focuses on achieving sales targets, strengthening KOL relationships, and implementing marketing programs across the territory.

You will drive brand performance, manage distributors, forecast demand, and ensure timely collections while coaching the team for in-clinic effectiveness and compliant processes.

Qualifications

• Manage area and develop Field Officers to meet sales targets.
• Drive brand-wise target achievement, especially for focus brands.
• Develop and manage brand-specific core customers and KOLs.
• Lead, coach, and motivate Field Officers to improve in-clinic effectiveness.
• Ensure effective execution of CMEs, symposiums, camps, and marketing initiatives.
• Maintain discipline in business processes and reporting systems.
• Plan manpower requirements and fill vacancies in a timely manner.

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.
• Develop and manage brand-specific core customers and KOLs.
• Track KOL contribution and implement corrective actions where required.
• Support strategic alliance programs to maximize ROI from key accounts.
• 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.
• 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.
• Ensure effective execution of CMEs, symposiums, camps, and marketing initiatives.

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

Territory & Business Planning

Team Leadership & Performance Management

Sales Target Achievement

KOL & Key Account Management

Ethical Compliance & Process Discipline

Note: Responsibilities may evolve based on business needs. Career progression and compensation will be based on performance, competency evaluation, and company requirements. Confirmation after probation will be subject to performance review and assessment process.