Area Business Manager

1 week ago

Bengaluru, Karnataka, India Thompsons HR Consulting LLP Full time

Summary
The
Area Business Manager (ABM)
is responsible for achieving sales targets,
Job
managing and developing a team of Medical Representatives (MRs), and implementing sales strategies within the assigned area. The role focuses on driving business growth, building strong relationships with healthcare professionals, monitoring market trends, and ensuring effective execution of marketing initiatives. The ABM acts as a bridge between the field team and regional management to ensure consistent performance and alignment with company objectives.

Key Responsibilities

  • Sales & Business Development
  • Achieve monthly, quarterly, and annual sales targets for the assigned area.
  • Implement area-specific sales strategies and promotional plans in line with regional and organizational goals.
  • Identify potential business opportunities and new customer segments to expand market coverage.
  • Monitor sales performance of team members and ensure corrective actions are taken where needed.
  • Drive the effective implementation of marketing campaigns and ensure product visibility and availability.
  • Analyze sales data, market trends, and competitor activities to identify areas for improvement.
  • Team Leadership & People Management
  • Recruit, train, and develop Medical Representatives (MRs) to ensure a competent and motivated field force.
  • Set clear performance expectations, track progress, and provide continuous feedback and coaching.
  • Conduct joint fieldwork with MRs to assess market coverage, product promotion, and customer engagement.
  • Motivate and guide the team to achieve both individual and collective sales goals.
  • Foster a culture of accountability, teamwork, and ethical conduct.
  • Market Analysis & Strategic Execution
  • Conduct area-level market analysis to understand prescription trends, doctor potential, and competitor activities.
  • Recommend strategic actions to improve product penetration and sales performance.
  • Plan and execute area-level product launches, CME programs, and marketing activities in coordination with the marketing and sales teams.
  • Monitor ROI of promotional activities and ensure optimal resource utilization.
  • Customer & Relationship Management
  • Build and maintain strong professional relationships with doctors, hospitals, pharmacies, and stockists.
  • Ensure consistent follow-up with key customers and handle their queries and concerns effectively.
  • Develop Key Opinion Leaders (KOLs) within the area to support product advocacy.
  • Work closely with distributors and stockists to ensure smooth product availability and supply chain management.
  • Compliance, Reporting & Coordination
  • Ensure adherence to company policies, ethical guidelines, and industry regulations during all business activities.
  • Maintain accurate records of field activities, sales data, and customer interactions.
  • Submit periodic reports on sales performance, market feedback, and competitor insights to the Regional Business Manager.

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