Regional Business Manager - Gastroenterology, ENT & CP

Zuventus Healthcare; Chennai District; On-site; INR 600,000 - 900,000; Full time

Job summary

Zuventus Healthcare seeks a dynamic professional to drive growth in our medical sales network. You will acquire deep product knowledge and lead territory development, building strong relationships with KOLs and key customers while expanding present franchises and identifying new opportunities.

You will also focus on team development, CME activities, and maintaining high stock availability with minimal expiry. A strong track record in pharma sales and discipline in operations is expected.

Qualifications

• Good knowledge of human physiology and current company products.
• Proven ability to connect with key customers and KOLs.
• Experience in territory management and brand growth.
• Detailing skills with a focus on product education and CME activities.
• Track record of sales performance and inventory control.
• Ability to identify new customers and opportunities.

Responsibilities

• Acquire product knowledge through training and on-the-job programs.
• Maintain and expand existing business, develop new opportunities.
• Build relationships with KOLs/KBLs and key customers.
• Retain team members and scout new talent.
• Manage vacancies and ensure timely shortlisting and filling.
• Oversee vacant territory management and stock monitoring.
• Analyze territory performance: customer coverage, growth, inventory, and near-expiry stocks.
• Aim for low expiry and zero sales returns while maximizing productivity.
• Ensure smooth distribution channel operations and resolve outstanding issues.
• Develop team in detailing, product knowledge, and clinic effectiveness.

Skills

KOL & KBL connect

Territory management

Product detailing

Brand building

Sales growth

Inventory management

Team development

Customer relationships

Problem solving

Market feedback

Job description

Role & responsibilities

• Acquire the required product knowledge by attending the training programs, cycle meetings and on the job training conducted by the organisation.


• Maintain and expand existing business and develop new business opportunities


• KOL & KBL connect, build relationships with key customers.


• Retention of team members and scouting new talent


• Vacancy management Ensure identification of right candidate for short listing and ensure timely filling of vacancies


• Vacant territory management


• Continuous monitoring of stocks, analysis of high inventory products and chalking our liquidation plans with specific assignments to team


• To analyse each territory w.r.t the customer coverage, Growth in Secondary, Campaign Implementation, Product Mix, Key Brand Performance, Inventory at Stockist, Near Expiry Stocks of each HQ/stockist


• Quality Sales Zero Sales Return, Expiry and Breakage less than 0.5%


• Ensure implementation of all activities down the line to increase the productivity and brand building


• To ensure smooth functioning of the distribution channel, ensuring availability of all brands with the stockiest, outstanding clearance and settlement of issues


• Weak territory management


• Develop Team members in Detailing, Product Knowledge, RCPA and in clinic Effectiveness. Also developing and coaching them for the next level.


• Driving growth and increasing market share


• Maintaining discipline and work ethics in the team.


• Organizing academic activity for doctors CME and conferences

Preferred candidate profile

• Should have good knowledge of human physiology and present company products


• Should have worked in good companies


• Should be stable with minimum job changes


• Was he/she internally promoted in previous organization, if yes, what are key learnings and contribution


• Examples of brand building


• Product detailing skills should be very good


• Knowledge and connect with key customers


• Market feedback


• Give some real life situations to understand candidates thought process on problem solving


• Sales performance of last 3 years


• Examples of identification of new customer and new opportunities. Examples of CMEs planned and organised in his present role


• Understand market knowledge, KOL & KBL connect


• Initiatives taken by candidate for retention and development of team. What is attrition rate within team


• How is he/she attracting good talent from market


• How is he/she managing inventory


• Initiatives taken for business expansion such identifying untapped and potential territories


• Business hygiene - What is productivty Vs inventory ratio, what are good practices to maintain good ratio.


• Examples of development of weak territory in his present organisation.


• Promotions under him.