Area Business Manager

Role: "Area Business Manager - Poultry Sales" - for IRM Enterprises Pvt. Ltd. (part of Cadila Pharmaceuticals Ltd.)

Work Location: Remote - Coimbatore, Tamil Nadu

Objective:

Achievement of budgeted sales targets for the area through the development & channelizing the efforts of the team of field officers, ensuring customer (KOLs, other Doctors and chemists) development, products, markets and through effective implementation of marketing programs.

Responsibilities:

Achievement of Budgeted Sales Targets

Achievement of overall Monthly Sales Targets leading to achievement of Annual Sales Targets

Achievement of Brand-wise Sales Targets esp. for Thrust Brands

Ensuring achievement of targets by each FO territory and maximizing productivity

Improve business hygiene by reducing sales returns & expiries

Effective forecasting to ensure smooth availability & distribution of products

Co-ordination with business partners/ distribution

Ensuring achievement of collection targets

Customer Development / KOL Development

Development of brand specific core customers & develop their business contributions

Monitoring the efforts of field officers with specific focus on ensuring Dr Call Average of 12 and minimum 95% MCR coverage

Supporting the implementation of strategic alliance programs for maximising ROI from KOLs through ensuring periodical visits as mandated by HO

Development & sustenance of relationships of KOLs through personal visits

Periodically track the contribution from KOLs and ensure interventions under the guidance of SMs in protecting & developing the business from KOLs

Product Development

Identification and development of core customers for each product and maximising their returns

Developing mechanisms to track the performance progress of these products and addressing gaps if any

Team Development/ Competence Development

Developing the in-clinic effectiveness through channelizing the efforts of Field Officers in terms of Right Customer, Right Product and ensuring Right Frequency of visits

Improving in clinic competence of FOs by developing their product knowledge, application of selling skills through joint call coaching

Development of teamwork and culture amongst the FOs

Ensuring business process discipline & hygiene

Planning & Organizing the efforts of self/ team

Efforts to retain the team and filling up of vacancies if any

Effective Implementation of Marketing Programs

Ensuring effective implementation of marketing programs (CMEs / Symposiums / Camps etc) thereby develop key brands in each territory through a team of FOs

Periodically track the implementation of marketing programs and address the gaps if any

Preparation of action plans during cycle meetings with an objective of improving implementation

Tracking the efforts of team members in terms of call average and coverage through FRAMES and ensuring compliance

Implementation of local strategies under guidance of SMs

Reporting & Administration

Timely FRAMES reporting of Self & ensuring the discipline of FOs in timely reporting of FRAMES as per timelines

Maintaining the secondary sales & primary sales records of each territory and ensuring the same in case of FOs

Updation of MCR, Chemist list and Institution list on a periodical basis as mandated by HO

Ensuring effective DWP and implementation of the same

Ensuring discipline through control tools like STP, TP and other monitoring tools

Requirements:

Science Graduate preferably - B.Sc. (Agri) / B.V.Sc. / B.Sc. (Life Sciences) or Diploma in Poultry Management. Experience of 6+ years of experience gained as a First Line Management.

Good interpersonal skills, team work, analytical ability etc.

Good communication skills, attention to detail, execution skills.