Role : Zonal Business Manager

Reporting to : Divisional Sales Head / BU Head

Sub-function: Sale (India Business)

Educational qualifications: B.SC / B.Pharm.

Relevant experience: 12 - 15 years of experience of leading a large and geographically diverse sales team in the pharmaceutical industry

Major Activities / Tasks:

- Given BU priorities, define a divisional strategy to achieve the stated objectives, including overall sales targets, therapy area sales targets, etc.

- Finalize targets for the year along with the Sales & Marketing Head, BU Head and Therapy Heads and drive the communication of these targets to the sales force

- Conduct periodic reviews of geographies to review sales achievement against targets

- Make mid-year corrections to the sales plan based on progress

- Analyze reports created by support teams to identify gaps in performance and create plans to bridge the same before they affect business

- Set standards for sales processes and drive adherence to these processes, including financial, regulatory and legal norms

- Review expenses on a regular basis and identify areas for improvement / reduction in costs

- Collaborate with Therapy Leads to execute the therapy strategy

- Drive the execution of marketing activities by the sales force across the zone

- Provide team necessary support for strategy execution

- Jointly conceptualize CME programs, advisory board meetings, conferences, etc. with top doctors in the country

- Diagnose and build capabilities within the zone to deliver against business objectives

- Define standards of performance across therapies and roles to grow market share in the zone

- Reward and recognize differentiated performance

- Develop leaders across career levels; spot and groom the future leadership pipeline

- Enable staffing of the zonal structure to leverage value from high-potential territories and support functions

Major Challenges :

- Large geographical scope which increases the complexity of managing the on-field workforce, covering the area through field visits, etc.

- Ensuring effective implementation of an integrated sales and marketing strategy by driving the same till the Therapy Manager level

- Ensuring ethical compliance while maintaining and meeting the sales targets

- Ensuring the sales targets are met despite unfavourable circumstances such as stock outs, changes in government regulations, etc.

Pranali
9773797193

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