Scientific officer

Cadila Pharmaceuticals Limited; Bhopal; On-site; INR 600,000 - 1,000,000; Full time

Job summary

Cadila Pharmaceuticals Limited is seeking an Area Business Manager-Sales in India to lead a team of ABMs and field officers, drive regional sales targets, and strengthen brand execution through strategic initiatives.

The role emphasizes leadership, forecasting, distributor coordination, and KOL engagement with a focus on balanced growth across therapy areas and market channels.

Qualifications

• Minimum experience leading ABMs and field staff (FOs) in pharma sales.
• Strong forecasting and product-availability planning skills.
• Proven ability to manage KOLs and key customers effectively.

Responsibilities

• Regional sales and business achievement: drive monthly/quarterly/annual targets and brand performance.
• Leadership and team development: coach ABMs, monitor field productivity and ensure compliance.
• KOL and key customer development: build relationships and drive ROI through strategic programs.
• Marketing and strategy execution: implement CMEs, brand campaigns and regional action plans.

Skills

Regional sales strategy

Leadership & performance management

Forecasting & distribution management

KOL & key account management

Data analysis & decision making

Execution excellence & compliance

Job description

Job Description:

Role Objective: Area Business Manager-Sales
The Sales Manager will be responsible for achieving the budgeted sales targets of the assigned region by leading,
guiding, and developing a team of Area Business Managers (ABMs) and Field Officers (FOs). The role focuses on
strategic business growth, brand development, KOL management, distribution effectiveness, and strong execution of
marketing initiatives through structured planning and monitoring.

Principal Tasks & Responsibilities

• 1. Regional Sales & Business Achievement
  • Drive achievement of monthly, quarterly, and annual regional sales targets.
  • Ensure brand-wise sales achievement with special focus on priority/Aatmanirbhar brands.
  • Ensure each ABM and FO achieves territory targets and improves overall productivity.
  • Maintain business hygiene by reducing sales returns and minimizing expiries.
  • Ensure accurate forecasting for uninterrupted product availability.
  • Strengthen coordination with distributors and channel partners.
  • Ensure achievement of collection and receivables targets.
  • Take corrective actions for slow-moving or underperforming products.
  • Drive balanced growth across therapy segments.
• 2. Leadership & Team Development
  • Lead, coach, and mentor ABMs to drive high performance.
  • Monitor field productivity metrics:
    • Minimum Doctor Call Average of 12
    • 95%+ MCR coverage
    • 95% KOL coverage
  • Conduct regular field visits and joint working to improve execution quality.
  • Build a performance-driven and compliant sales culture.
  • Ensure manpower planning, retention, and capability development.
• 3. KOL & Key Customer Development
  • Develop and sustain strong relationships with KOLs and key customers.
  • Support implementation of strategic alliance programs to maximize ROI.
  • Periodically track KOL contribution and initiate corrective interventions.
  • Personally engage with high-value customers to strengthen brand positioning.
• 4. Marketing & Strategy Execution
  • Ensure effective implementation of marketing programs (CMEs, symposiums, brand campaigns).
  • Translate business strategy into regional action plans.
  • Track implementation effectiveness and close execution gaps.
  • Monitor team performance and compliance through Phyzii reporting.
  • Implement local strategies in alignment with national business objectives.

Key Skills & Competencies

• Regional Sales Strategy & Target Achievement
• Leadership & Performance Management
• Business Forecasting & Distribution Management
• KOL & Key Account Management
• Data Analysis & Decision Making
• Execution Excellence & Compliance Orientation