Zbm- Nephro- Kolkata

**Zonal Business Manager
- Nephro Division**:
**Domnic Lewis has been mandated to hire for Zonal Business Manager
- Nephro Division - Kolkata**

The **Zonal Business Manager (ZBM)** is responsible for driving the successful execution of sales and marketing plans across their designated zone, with the objective of consistently achieving revenue targets. This leadership role involves managing and coaching a team of **Key Account Managers (KAMs)**, building strategic partnerships with key stakeholders, and fostering a culture of performance, compliance, and continuous capability development.

**Key Responsibilities**:
**1. Territory and Account Strategy**:

- Identify and prioritize high-potential accounts (e.g., hospitals, institutional accounts) based on strategic value.
- Optimize resource allocation in line with brand and therapy area strategies.
- Collaborate with individual KAMs to define territory-level goals and monitor execution.

**2. Team Leadership & People Development**:

- Lead, coach, and support a team of KAMs to ensure achievement of individual and zonal targets.
- Conduct regular performance reviews and provide constructive feedback.
- Build team capabilities in therapeutic area knowledge and stakeholder engagement.
- Plan and implement training and development programs tailored to business needs.
- Set measurable short
- and long-term performance goals, track progress, and address performance gaps.

**3. Strategic Stakeholder Engagement**:

- Guide KAMs in engaging healthcare professionals (HCPs) through evidence-based discussions.
- Build long-term relationships with senior stakeholders in high-value institutions and accounts.
- Share market and account insights to enhance internal planning and brand strategy execution.

**4. Healthcare Ecosystem Capability Building**:

- Promote the value proposition and scientific profile of the product portfolio to both internal and external stakeholders.
- Support KAMs in using multi-channel engagement techniques to build knowledge within Decision-Making Units (DMUs).
- Organize and lead multidisciplinary workshops, speaker programs, and training for HCPs and renal care nurses.

**5. Compliance and Governance**:

- Ensure full compliance with company policies, industry codes, and local regulatory guidelines.
- Complete mandatory training programs and certifications, and ensure the same for all team members.
- Promote adherence to ethical standards and data privacy regulations in all professional interactions.

**People Management Scope**:

- **Direct Reports**: Team of Key Account Managers (KAMs)
- **Management Level**: First-line people leader, with responsibility for performance management and development

**Operational Scope**:

- **Geographic Remit**: Role operates within a single country, overseeing multiple zones or territories.

**Qualifications & Experience**:
**Essential**:

- Bachelor//'s degree in Life Sciences or Pharmacy
- Minimum 3 years of experience in a first-line sales management role
- Proven track record of performance in institutional sales or therapy areas such as CVRM/Renal Care
- Strong people management and coaching skills
- Excellent communication, influencing, and relationship-building abilities
- In-depth understanding of market dynamics and pharmaceutical compliance regulations
- Commercial acumen and a strategic mindset

**Desirable**:

- Exposure to cross-functional roles (e.g., training, brand management, sales operations)
- Experience working with large healthcare organizations or corporate hospital chains

**Key Internal Stakeholders**:

- Sales Leadership
- Marketing Team
- Medical and Clinical Affairs
- Commercial Operations
- Market Access and Trade Team

**Key External Stakeholders**:

- Healthcare Professionals (HCPs)
- Healthcare Institutions and Hospital Chains
- Channel and Distribution Partners