Zonal Business Manager

Job Description Title: Zonal Business Manager

Reporting to: National Sales Manager

Desired Work Level: G - 10

Location: Kolkata or Any East or North East

Position Description: The incumbent of the role will be expected to achieve the specified geography’s business objectives (top line, expenses and market share) through an efficient team of RBM execute effectively the marketing plans of PMT.

The ZBM will proactively identify and address critical environmental variables and build all resources (Products, Market, RBM/ SBM) to move into the future at minimal expenses. The ZBM will build good relationships with KOL, Doctor Association, Key Government Authorities and contribute to improved marketing plans through KOL inputs on disease & therapy progression and treatment.

Education Degree: Graduate (Pharma/Science), MBA preferred

Experience: At least 12 years, which includes 1-2 years of experience as ZBM with an impressive track record in a reputed pharmaceutical organization.

Job responsibilities:

ACHIEVEMENT OF TOPLINE AND COST IMPROVEMENTS - In order to achieve growth and cost leadership of the whole zone in a given division.

1. Annual Budgeting - Ensure that the team takes competitive targets for the year and break it down to quarterly numbers and devise strategies, plans and activities to achieve the same in the coming year.
2. Continuously analyze the productivity levels of each territory of his zone and look for ways and means to improve the productivity of each territory.
3. Sales coverage and activity implementation delivered with optimum utilization of resources available trade channels, etc
4. Identify the need for localisation of inputs and strategies in consultation with marketing to suit the local requirements and ensure maximum returns.
5. Brand building as per the directions from marketing information
6. Leverage resources to curb costs (promotional expenses along with PMT, Field expenses and travel expenses)

In order to achieve growth and profitability in a given division.

CUSTOMER AND MARKET DEVELOPMENT

1. Set new trends & enhance customer focus.
2. Improve customer relationships with the organization, and make them a spokesperson for the organization.
3. Work to strengthen performance of his zone in all regions uniformly from feedback through external source improvement of bench marks set such as SMSRC, MAT evaluations to evolve pattern of business – competitor analysis
4. Continuous look out for new practices in the market and inform the necessary HO officials.
5. Introduce Innovative approach towards perception of organization in customers mind through top KOL in the zone.
6. Pre and Post marketing surveillance –Educate and improve relationships with institutions. Medical colleges and hospitals to make organizations as preferred suppliers for desired business.
7. Ensure regular feedback of the market intelligence to PMT to customize communication and marketing thoughts to ever changing market needs.
8. Identify new molecules and brand extensions in the market and proactively share with marketing.

In order to build customer and market base for achieving present and future business objectives

PROACTIVE PEOPLE MANAGEMENT AND IR

1. Ensure Focus on process implementations and targets by the team through joint work and during review meetings.
2. Address the Non-performing RBM/SBM directly
3. Interact with trade unions and organizations.
4. Liaison with HR and legal department for legal and court cases.
5. Talent pool in his zone for his division - Create leaders for the future through coaching to RBM, sustain their performance and motivational level and retain them in the organization.
6. Right selection of SBMs / SBOs candidates for vacant territories for smooth operations.
7. Identify competency gaps in the managerial workforce in his zone, conduct training or liaison with HR/ Training function to bridge the gap.
8. Ensure reporting tools are updated timely and accurately which includes attendance, daily call reporting, chemist reporting, activity reporting, leave reporting and other reports that come from time to time.

In order to build a team of highly motivated and performing individuals. Create empowered and talented employees for future endeavors of the organization

CHANNEL MANAGEMENT – C&F Management

1. Ensure optimal inventory by right forecasting and timely sending of forecasting to NSM to facilitate SCM through demand planning.
2. Liaison with GDC to ensure timely dispatch of shortage stocks to minimize losses of sales due to non-availability.
3. Ensure No sale lost and increase of cost by higher inventory.
4. Stimulate C&F to improve on service areas. E.g. institutions, stockists.

In order to optimize the present business potential through supply channel and create a base for future

ORGANIZATIONAL CULTURE - Ensure high ethical business practices and value orientation in self and others.

1. Establish the organizational culture by articulating and driving organizational values and culture in his zone.
2. Identify pockets of excellence and provide a platform to propagate the same to the entire zone through cycle meets/ quarterly reviews etc.
3. Ensure transparency in business to all, related to the business process.
4. Communicate the Organizational policies, procedures, practices to the zone.

In order to create an organization admired for its people oriented and business ethics

Key Performance Indicators:

• Zonal Target Vs Sales Achievement
• Zonal Per Capita Per Month (PCPM)

Required Skills:

Leadership Skills

• ability to motivate and ‘raise the bar’ of the team
• ability to coach and facilitate towards business excellence
• influence the team in all areas to set challenging goals
• visionary - ability to give the bigger horizon to the team
• strategic thinking
• Discourage any biased culture in his area of operation and must reprimand the concern assertively
• Should always influence through Walk the talk mindset and work towards self development consistently.
• Should be able to give clarity of any issue cropping up through rational approach rather than being emotional

Presentation Skills

Public Speaking Skills

Ability to see a larger picture and think through to the future

Effective planner for his zone in terms of products, people and process areas

Forecasting Technique

For effective forecasting of sales

Geography

For effective resource allocation

Understand business processes of Pharma industry

For effective management of business results in a sustainable manner in his/. her zone

Good HR practices

Management of People/ Leadership Development

General marketing principles and practices – Pharma Marketing

For Implementation of marketing strategies and locally developed promotions in consonance with Marketing

Helping marketing to evaluate effectiveness of strategy