ZBM- Nephro- Chennai

Zonal Business Manager- Nephro Division

Domnic Lewis has been mandated to hire for Zonal Business Manager- Nephro Division - Chennai

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

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