Therapy/Territory Business Manager (Campus Freshers) | Abbott | Mumbai

Job Description

As a Territory Business Manager, you will be responsible for the development and performance of all sales strategies in assigned markets. Further, you will drive primary sales, and secondary sales and ensure brand presence in defined markets. You will supervise/manage the distributor network to achieve desired sales objectives thereby ensuring achievement of financial and ethical objectives of the division as per the business strategy.

To achieve this you will have the authority to develop your customer management plan, approve expiry products issue credit notes for distributors under your control, recommend appointment and credit limits of distributors, develop, execute & plan your resource utilization and participate in Strategy Execution review meetings to ensure alignment.

You have a very important role to play in Division’s success.

Role & Responsibilities:

Area Business Planning:

• Plan for the monthly and quarterly business.
• Plan for Trade activation business and overall sales
• Plan demand generation and fulfillment
• Monitor actual Sales and mid-course corrections and inputs to reduce variance against expectations
• Prescription audit for Abbott brands and other competitors’ brands
• To create and update a customer list having a specified number of doctors/chemists (Trade) as per the therapy/product requirement and maintain the same in physical/electronic format.
• Identifying potential towns and appointing distributors and customers (trade) in line with the business philosophy

Business generation & development:

• Achieve monthly, quarterly, half-yearly, and yearly Sales targets by promoting companies products ethically to customers as per the business plan
• Having science base discussions with Doctors and chemist for the promotion of product in the clinic and at the chemist’s place
• Organizing Camps (CME) as per the division strategy and customers’ need
• To carry out activations across trade and clinics for brand visibility
• To plan and conduct merchandising and sampling activity as per Division strategy.
• Facilitate the process of successful new product/products launch in the territory by undertaking correct identification and targeting customers for the new product, meeting them at pre-determined intervals, effective in clinic/trade promotion and feedback to the company
• Execute the customer management plan to ensure that all the customers are covered as per the plan and meet minimum KPIs as follows:
• 100% coverage of Doctors. Customer Call average as per the customer management plan of the division/therapy.
• Market intelligence collection, retailer-level inventory management calls as per the product profile, and marketing strategy of the therapy/division.

Brand Management:

• Ensuring the visibility of Abbott brands on retailers’ outlets as a part of the brand promotion strategy
• To plan and attend Retail meets, Market Blitz, etc for sales growth

QUALIFICATIONS

Required Qualification

B. Pharm / M. Pharm / M.Sc. candidates preferred. Other graduates with management qualification

Interview Preparation:

Interview Questions – Medical Representatives

Role & Responsibilities of Medical Representative