District Business Manager | Pfizer | Mumbai

Job Description

• District Business Manager leads a team of Territory Executives (TE), Sr. Territory Executives (Sr. TE), and Asst. District Managers (ADM) to achieve and exceed the budgeted sales for the assigned geographical area.
• The role holder is also responsible for optimizing productivity through planned coverage of customers, resource deployment, and meaningful and timely implementation of sales promotion initiatives for self and the team, in accordance with established sales & distribution policies and procedures.

Strategic/ Policy

• Support the RBM in budgeting for the region
• Conduct sales analytics for the entire region to help draw out trends to impact future business plans and provide inputs to the regional business manager  for driving business growth
• Achieve the sales budget of a large/metro city / more critical district/institution
• Plan and develop a suitable sales strategy in consultation with the RBM. Take the inputs of the PS/Sr.PS/PE to prepare the sales plan. Finalize district targets for each of the key products
• Undertake monthly phasing of sales targets and schedule sales for each member of the team
• Validate the sales forecast and the rolling sales plan as per the defined frequency
• Manage salvage net to maintain it at an acceptable level
• Coordinate the sales efforts of TE/Sr. TE/ADM in the District to ensure the availability of products with the wholesalers and take prompt action to fill gaps, if any
• Plan and organize sales promotion campaigns by selecting high-potential medical practitioners
• Guide and assist the TE/Sr.TE/ADM in implementing the sales strategy, selection of customers, profitable coverage of sale area, and determining the frequency of calls.
• Guide and instruct TE/Sr.TE/ADM on compliance with promotional guidelines and adverse event reporting policies and procedures as related to expiry date products.

Operational / Process

• Stay updated on the competitor’s activities through personal visits to medical practitioners, wholesalers, and retailers and through systematic collection and analysis of data, statistics, and information from PS/Sr.PS/PE in the field.
• Make personal visits to customers to build effective relationships through face-to-face selling and promotion of sales.
• Review and assess the effectiveness of sales campaigns and programs; take corrective action and recommend improvement in sales planning, sales methods, market coverage, and sales administration.
• Provide periodic updates/reports to the Regional Business Manager (RBM) on sales achieved, market conditions, competitors’ activities, and the performance of team members.
• Provide recommendations to the RBM on sales strategy, operations, and methods of reducing costs
• Support institutional sales for the district by developing and managing relationships with key institutions in the district. Follow up with relevant stakeholders on institutional tenders and assist the IDM with the inclusion of new products in the list
• Build relationships with and manage Key Opinion Leaders (KOLs) and  key customers
• Implement product promotion campaigns for new and existing products for the district
• Provide inputs to the marketing team for the articulation  of the marketing strategy
• Coordinate with the CFA and internal distribution teams to ensure product availability in the district, and for timely resolution of issues including ordering and dispatches
• Supervise planning and organizing of Continuing Medical Education (CME) programs with help from HODs, Consultants, and administration departments of hospitals

People

• Responsible for the recruitment and appointment of TE/Sr.TE/ADM in the region in coordination with the Field Hire Team
• Maximize the productivity of the team through efficient decision-making and delegation of authority
• Set out targets and objectives jointly with each team member
• Appraise performance on the achievement of targets against predefined objectives and recommend career progression decisions

Technology

• Use technology solutions for enabling better information availability.
• Use technology developments for effective field operations and training

Qualification

• A degree in Sciences / Pharmacy or Graduation with relevant experience is desirable.
• A diploma/ Degree in sales/marketing is advantageous
• Experience of 5 to 8 years in sales

Special Skills & Knowledge

• Knowledge of therapeutic segments and related medical information.
• Knowledge of regulatory aspects and issues related to the Pharmaceutical industry.

Interview Preparation of Area Manager

Interview Questions – Area Manager in Pharmaceutical Companies

Roles and Responsibilities of an Area Sales Manager