Institutional Business Manager

Cadila Pharmaceuticals Limited; Kurnool; On-site; INR 700,000 - 900,000; Full time

Job summary

Cadila Pharmaceuticals Limited is seeking a dynamic Area Sales Manager in India to lead a team of Field Officers, strengthen relationships with doctors, chemists, and KOLs, and drive market development in the assigned area.

The role focuses on achieving sales targets, coordinating with distributors, and implementing marketing strategies to improve brand performance and territory expansion.

Qualifications

• Experience leading a team of Field Officers and achieving sales targets.
• Strong relationship building with doctors, KOLs, chemists.
• Ability to forecast and plan territory coverage.
• Willingness to travel within assigned area.
• Adherence to ethical and process standards.

Responsibilities

• Achieve monthly and annual sales targets for the area.
• Drive brand-wise target achievement, especially for focus brands.
• Ensure each FO achieves territory targets and maximize team productivity.
• Coordinate with distributors/C&F for effective supply management.
• Develop and manage brand-specific core customers and KOLs.
• Lead, coach, and motivate Field Officers to improve in-clinic effectiveness.

Skills

Territory Planning

Team Leadership

Sales Targeting

KOL & Key Accounts

Ethical Compliance

Market Development

Tools

Phyzii

Job description

Job Description:

Role Objective / Major Purpose of the JobThe 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

1. Sales & Business AchievementAchieve 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.

2. Customer & KOL DevelopmentDevelop 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.

3. Product & Market DevelopmentIdentify 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.

4. Team Leadership & DevelopmentLead, 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.

5. Marketing Program ImplementationEnsure 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.

6. Reporting & AdministrationEnsure 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 PlanningTeam Leadership & Performance ManagementSales Target AchievementKOL & Key Account ManagementEthical Compliance & Process DisciplineNote: 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.