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Area Expert Business Manager

2 weeks ago

Patna, Bihar, India Zydus Wellness Full time US$ 9,00,000 - US$ 12,00,000 per year

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