Area Business Manager | Cipla – Xterna | Jodhpur

Job Purpose

Drive the execution of therapy plans through a team of 4-5 Therapy Managers within the assigned geography and therapy with the objective of achieving business goals.

 Key Accountabilities

Accountability Cluster Major Activities / Tasks

•  Own the Sales Planning & Achievement for respective geography for assigned therapy to ensure 100% budget achievement through his / her team
  • Create monthly/weekly primary & secondary(focus on primary) sales achievement plans (budget) for assigned territories and communicate them to the team
  • Drive performance of NPP (New Product Portfolio) & PPP (Progressive Product Portfolio) as per planned YPM (productivity parameter) and target market potential through an optimum target allocation
  • Devise and execute (through team) local strategies to convert doctors, engage chemists, enhance business results
• Control & monitor business results and performance of all team members to ensure no SOP deviation and optimum performance of the team
  • Monitor tour plans, basic working (calls, coverage) of the team, ensure optimum MSL (Must-see-list) doctors coverage and top doctors coverage of the team
  • Analyse ROI of promotional activities, major sponsorship, discounted business, etc.
  • Review of Secondary sales movement at stockist/chemist points to minimize expiry/sales returns/non-moving products
  • Allocation of resources to team members in line with their therapy needs/marketing material available
  • Conduct effective team review meetings
  • Manage vacant territories in absence of TMs
• Manage external Stakeholders to ensure ongoing business results
  • Identify KBLs and major business accounts/hubs
  • Execute Annual Engagement plan for KBLs/KOLs as per their customer profiling
  • Nurture stakeholder relationships through consistent visits
  • Create retention plans to prevent the loss of prescribers to competition
  • Monitor secondary and primary business against the sales plan weekly; Engage stockists, semi-stockists, panel chemists

•  Own spotting and referrals of potential candidates and Induction of new joiners as well as engagement of existing team members
  • Proactively spot talent for a particular therapy/ Territory
  • Conduct preliminary screenings of spotted talent and refer accordingly
  • Ensure implementation of onboarding SOP and handhold MT to achieve his/her confirmation goals
  • Engage team members basis their individual profiles
  • Address and resolve all concerns/challenges relating to TMs as the first point of contact
• Drive performance management & team development to increase effectiveness that will yield better on-field results
  • Cascade goals to the team, monitor and review team performance
  • Provide ongoing feedback to the team to improve performance
  • Deliver on-the-job training through joint fieldwork
  • Identify individual performance gaps and recommend training
  • Identify high-potential talent within the team and coach them to take on future roles
  • Reward and recognize team on an ongoing basis

Major Challenges

• Hiring, Retaining, and Engaging talent for own team. It is pertinent to refer and recruit quality talent against vacancies as they directly impact productivity, important to retain through their existing role and engage them for optimum results.
• Engagement with external stakeholders for ongoing productive business results. It is pertinent to keep the Doctors, chemists engaged through various initiatives, engagement activities, ongoing visits, vacant territory management, and ensuring ROI on all investments.

Key Interactions

Internal

• Depot Team for stock review, etc. (weekly)
• HR Team for performance review, training, hiring, etc. (As per need basis)

External

• Doctors for engagement and building relationships with KOLs (daily)
• Chemists for review, etc. (weekly)
• Stockists for monitoring sales (weekly)
• Potential candidates for hiring (as per need basis)

Dimensions

• Control & Monitoring 4-5 Therapy Managers who have individual MSL coverage of 160-200 doctors
• Individual MSL coverage of 15-20 doctors
• Primary Sales budget of 15-30 lacs
• EAS expenses of the team below 1% of the sales
• Maintain expiry and sales returns below 2%

Key Decisions:

Decisions

• Design and execution plan for Doctors’ Engagement
• Plan of Induction of new joiners
• Tour plan of self & team

Recommendations

• EAS expense for activities/engagement programs
• Leave approval of TMs
• Doctor engagement in International / National Conferences/programs

Skills & Knowledge

Educational qualifications:

• B.Sc./B.Pharm

Relevant experience:

• 3 – 4 years of experience as a sales team leader in the pharmaceutical industry
• Preference to same therapy -Derma Experience