Area Expert Business Manager

Position: - Area Expert Business Manager

Functional Reporting: Zonal Expert Business Manager

Administrative Reporting: NA

Location: Respective HQ

Role Purpose:

This role will act as the driving force for implementing the Expert Sales & Demand Generation Strategy across the assigned area. The AEBM will lead and manage a team of EDEs to deliver business results in line with the companys overall commercial objectives.

Key Accountabilities/ Responsibilities:

1.Financial:

Team Prescription Generation:

Drive favorable prescriptions/recommendations for assigned Expert brands through effective field coaching and oversight of EDEs' scientific engagements with HCPs.

Team Secondary Sales Growth:

Ensure achievement of cumulative secondary sales growth targets across Expert Mapped Pharmacies (EMPs) for all assigned brands in the area.

Business Development:

Identify new business opportunities and oversee execution of market penetration strategies across the area through the EDE team.

2.Customer: Ensure self & team KPIs are met

KPI Compliance:
Monitor and ensure 100% adherence to EDE productivity KPIs across the area:

• DIF 23 Execution
• 95%+ Coverage Compliance
• Minimum 10 DCA / 9 CCA per month per EDE
• Achievement of Total Call Volume, Activation, and Reporting Compliance across team

KOL / KBL Engagement:
Engage with Key Opinion Leaders (KOLs) and Key Business Leaders (KBLs) by regular meeting, execute high impact activations, feedback on existing brands/ new launch plans, follow ups to ensure new Rxs / conversions.

Guide and support EDEs in engaging Key Opinion Leaders (KOLs) and Key Business Leaders (KBLs) through CMEs, RTMs, symposiums, conferences, and in-clinic interventions to drive sustained recommendations and minimize de-recommendations.

Customer Relationship Management:
Personally engage with top regional KBLs /KOLs and support team in building long-term professional relationships.

3.Process:

Reporting Governance:
Ensure timely and accurate submission of:

• Team tour programs
• Daily call reports
• Weekly, Fortnightly & Monthly performance reports
• Attendance via SFA App / geo-tagged reporting system

Sales Execution Oversight:
Coordinate with GT sales teams, marketing, and supply chain to ensure:

• Stock availability
• Outlet activations
• Monitoring of recommendation flow and market feedback

Performance Review:

Conducting regular review meetings with team as per the overall guidelines of the organization

Coaching:

On the job coaching and robust feedback mechanism to team; ensuring Best-In-Class execution & In-Clinic Effectiveness

4.People:

Leadership Behaviours:

• Lead, create open environment, share regular feedback and motivate EDEs to drive performance.
• Proactively manage conflicts and ensure team adherence to company policies and compliance standards.
• Foster transparent and effective communication within the team.
• Proactively participate in recruitment and ensure vacancies are filled on urgent basis.

Regulatory Compliance:
Ensure strict adherence across the team to industry regulations, company SOPs, and governance frameworks.

Key Deliverables:

• Achieve cumulative secondary sales growth targets at EMPs through team performance
• Drive area-level Rx Market Share (RxMS) growth of promoted brands (data reference: Rx Audit Reports, e.g., IQVIA)
• Ensure 100% execution of national strategies via customized area-level sales plans
• Lead market intelligence collection and dissemination
• Maintain full compliance with industry regulations and company SOPs across the team

Key Interactions:

Internal:

• Expert Demand Executives (EDEs)
• Expert Sales Leadership
• Expert Customer Marketing & Training Teams
• GT Trade Marketing Team

External:

• Healthcare Professionals (HCPs)
• Key Opinion Leaders (KOLs)
• Strategic Agencies and Vendors

Key Dimensions:

• Team Performance Leadership
• Area Business Planning and Strategy Execution
• Customer Relationship Oversight
• Regulatory & Compliance Governance

Educational Qualifications:

• Qualification: Graduate in Pharmacy or Science and MBA preferred
• Preferred Age Group: 32-39

Experience (Type & Nature):

Minimum 6–8 years of experience in Pharma / Expert Sales in FMCG / Consumer Healthcare, with 2+ years in a team leadership or supervisory role

Functional Competencies:

• People Development & Team Leadership
• Business and Commercial Acumen
• Market Analysis and Strategic Planning
• Strong KOL / HCP Engagement Oversight
• Reporting Governance and Data Integrity

Behavioral Competencies:

• Proactive, Results-Oriented Leadership
• Ownership Mindset and Initiative-Taking
• Strong Communication and Stakeholder Management
• Analytical Thinking, Problem-Solving, and Negotiation Skills

Ability to Manage Multi-Stakeholder Interactions