Area Business Manager

1 week ago

Hyderabad, India Janani Full time

Janani Family Care (JFC) Private Limited is a Lower Liability Company (LLC), based in Delhi. JFC has been in social marketing of contraceptives and family planning products. Closely working with DKT international, Washington DC, JFC has also implemented various donor-aided programs towards increasing the use of modern contraception for family planning. Currently, JFC is implementing with an objective of empowering women and girls to make choices with regard to safe abortion services based on the principle of self-care i.e. without direct medical supervision. It will promote easy accessibility to medical abortion drugs with adequate knowledge and information about the drugs and their regimen. The project aims at targeting health service providers and pharmacies both to address abortion related complications. This project is funded by Children’s Investment Fund Foundation (CIFF).


JFC is looking for dynamic, committed, and success-driven candidates for the position of Area Business Managers. ABMs are responsible for managing our relationship with our customers. 


Job Title: Area Business Manager

Reporting to: Sales Head

Positions: 1 (one) Hyderabad, Telangana 


Key Performance Areas:

·       Primary Sales Targets 

·       Secondary Sales Revenue 

·       Channel Partner Appointment & Performance 

·       Brand presence and availability

Key Performance Indicators:

·       Effectiveness of channel partners 

·       Effectiveness of team members 

·       Target Versus Achievement 

·       Unique billing - As per target shared 

·       Activity in Modern Trade or Big retail chain 

Responsibilities

·       Build and manage a team of sales representatives to market and increase sales of JFC’s portfolio of over-the-counter (OTC) products

·       Conduct supportive supervision of sales representatives to increase efficiency and sales

·       Conduct regular market visits to check route coverage, competitor activities and continuous search for new opportunities in order to increase sales

·       Establish and ensure that all sales administration procedures relating to the region are properly implemented in order to motivate sales teams to succeed

·       Build and expand the distribution network by appointing the right distributor partners (Super Stockist/Resellers) in assigned states

·       Coach sales representatives to develop an understanding of JFC and competitor’s brand's features and benefits and apply this knowledge effectively in their selling approach 

·       Ensure the sales representatives have comprehensive product knowledge and can leverage it with customers to support decision making 

·       Coach the sales representatives to develop their understanding of relevant medical guidelines and client profiles. 

·       Coach the sales representatives to select and prioritize appropriate customer targets and develop robust, effective, and efficient route plans and monitors implementation through KPIs 

·       Coach the medical representatives to build their understanding of the assigned market segment’s performance, develop actionable insights, identify the market segment’s opportunities, and develop insight-based, business plans that contribute to the achievement of the overall JFC business objectives 

·       Ensure efficient geographical coverage and cross-selling opportunities to achieve full business potential (sales and profit)

·       Uses multiple data sources to analyze area performance dynamics, identify area trends and opportunities, and develop insight-based territory business plans with strategically aligned SMART objectives, strategies, and tactical activities that deliver business objectives 

·       Ensure implementation of business plans using KPIs to track performance and supports the field sales team through coaching to adjust plans (where required)

·       Appoint capable Super Stockiest who can do investment as per company expectations 

·       Building relations with Super Stockiest and Distributors to market JFC products 

·       Strong networking within market for developing business for primary as well as secondary sales 

·       Ensure availability of products at all level of supply chain

·       Ensure stocks levels of RS are at the acceptable level of 30 days

·       Ensure the sales force are correctly merchandizing and placing JFC’s point-of-sales materials

·       Implement trade promotions based on JFC’s overall marketing strategy 

·       Trade Offer and marketing strategy implementation 

·       Ensuring that company identified process and policies are followed for effective working 

·       Team management and monitoring revenue and target achievement 

·       Performance Management of team and supporting HO with inputs regarding team members

·       Manage relationships and plans with distribution partners and monitors their financial performance 

·       Any other assigned duties 

Qualifications

·       Minimum of Bachelor’s degree in business administration, pharmacy or other related health sciences degree

·       8 years working experience in handling Sales, People Management, Customer Engagement, and Route-to-Market development & Management

·       Professional training and certification in Sales and Marketing would also be desirable 

·       Understanding of pharmaceutical elements - including large institutions/hospitals, pharmacies, wholesalers, distributors, and service providers. 

·       Knowledge of the reproductive health sector (FP commodities) and/or experience in selling OTC Pharmaceutical products will be an added advantage. 

·       Adopts a “lead by example” approach to successful management and motivation of a team

·       Able to communicate in English along with a local language will be an advantage

·       Be prepared to travel frequently within the territory 

·       Presentation, analytical and communication skills (oral and written) 

·       Computer skills (Microsoft Word, PowerPoint and Excel) and experience with CRM software

·       Should be market oriented and have a strong sense of customer service, soft skills and professional demeanour.

·       Must possess a high level of integrity and responsibility 


Salary: Competitive remuneration package includes PF and attractive incentive.

Interested candidates may post in their resumes clearly mentioning the name of the position applied for to:   hr@jananifamilycare.com


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