Area Business Manager

2 days ago

Mysore, Karnataka, India USV Full time

Role Objective: Drive achievement of sales targets within a geographic area (district) by effectively managing a team of sales associatesKEY RESPONSIBILITIESBusiness DevelopmentExecute defined sales and marketing plans with a focus on expanding engagement across a broad mix of HCPs, including specialists and general practitioners in Tier 2 & 3 townsGather market feedback and communicate insights to the marketing team including information on new geographic areas, emerging HCPs in practice, and competitor intelligenceParticipate in cycle meetings to understand campaigns and processes, ensuring the team's thoroughness and preparationLeverage data, dashboards and analysis to support sales associates with reviewsSales ManagementValidate standard visit list, tour plans (MTCP> STP >MTP) and coverage plan with a high field presence, relationship-driven approach, and frequent follow-ups with prescribers and potential HCPs in Tier 2 & 3 townsPrepare the team for in-clinic discussions by facilitating practice, strategy understanding and product knowledge by effective utilisation of In-clinic effectiveness Program (ICEP) coaching toolValidate new/transferred HCPs and recommend additions and deletions to the standard visit listEvaluate metrics like call average coverage/repeat coverage and create plan to address gaps during the weekly reviews and Joint Field Work plansPlan monthly visits and manage vacant areas by assigning potential HCPs during the vacancy periodConduct periodic review meetings to provide updates to Regional Business Manager and Zonal Business Manager, ensuring adherence to the Sales Review Scorecard frameworkEnsure timely submission of all required documents, including daily call reports, monthly tour plans, expense statements and compliance documents (if any)Utilise internal tool including In-clinic effectiveness Program (ICEP), Sales Review Scorecard (SRS), iPad and dashboards, to improve in-clinic effectivenessSupport the successful launch of new products within assigned areaAllocate and manage time effectively in underperforming headquartersSupply Chain ManagementEnsure product availability at retail chemists, dispensing doctors, and local pharmacy chains, aligning with pharmacy-driven demand in Tier 2 & 3 marketsStakeholder EngagementEnsure HCPs attendance at continuous medical education sessions /campaigns and coordinate with speakers to enhance learning experienceIdentify and ensure the participation of the right HCPs in company programs such as Continuous Medical Education and skill-up sessionsManage core HCPs by accurate identification, timely engagement based on moments of truth (MOT), coverage and prescription supportRegards,Naveen SarathyHuman Resources

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