Zonal Business Manager | Bangalore | Abbott – Orocare

Job Description

PRIMARY JOB FUNCTION:

• Achieving assigned zone sales target
• Support team to achieve monthly/quarterly/yearly target
• Achieve brand & product wise target
• Improve Market share in the zone
• Guide team in conducting marketing initiatives and activities/programs as per Division strategy
• Guide team in executing chemist and stockist level initiatives as per Division strategy
• Develop & mentor team for next level
• KOL and stockist management

CORE JOB RESPONSIBILITIES:

• Driving sales management processes through ABMs
• Study market potential, and market share to plan zonal objectives & allocate targets & budgets accordingly in the zone
• Incentive planning & facilitating and motivating the team to earn incentive
• Ensuring timely and accurate uploading of closing stock of stockist by the team and respond to any queries related to secondary as received from 1point
• Emphasizing on-field activities in terms of doctor coverage, repeat coverage, and doctor & chemist call average & thereby driving 100 % field compliance in zone
• Development of the weak region
• Development of team ( ABM  & TBMs)
• To share unique practices of the industry and customized strategic input to the Marketing team in designing marketing campaigns & strategies
• Emphasizing on-field activities in terms of stockist coverage, chemist coverage, and stockist & chemist call average and thereby driving 100% field compliance in the Zone
• Drive the team on the engagement of doctors, stockists/chemists as per new MCI guidelines
• Liaise with internal stakeholders like Training, HR, Supply Chain, Finance, etc. for business operations

SUPERVISORY/MANAGEMENT RESPONSIBILITIES

• Develop and support team for career growth
• Achieving zonal budgeted numbers
• Monitoring of effort parameters and execution of strategies
• Monitoring brand wise & value wise month on month sales progression
• SFA implementation & monitoring
• To drive policies and initiatives cascaded from H.O. to the field on time to time basis
• Conduct review meetings for ABMs on a regular basis

Position Accountability / Scope

Limited to area/geography of operation

EDUCATION & EXPERIENCE:

• Preferred from BSc/BPharma background
• Graduate/post-graduate from any other background with sound therapy knowledge and performance track record
• 2+ years of experience as a first line manager in the same therapy or Candidate with prior/current experience of 3 to 8 years as a second line manager in the same therapy
• Candidates from MNCs and top Indian pharma companies will have added advantages.
• Effective communicator & analytical skill