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Opening For Regional Business Manager In Hyderabad

Job Description:

Job Purpose

Achieve defined business targets by managing a team of 5-6 Area Business Managers with an overall responsibility to generate approximately Rs 18 – 20 crore business annually for India Business within the assigned therapy area and geography

4.Key Accountabilities
Accountability Cluster I.Responsible for business achievement for respective therapy area to achieve budget through team
Major Activities / Tasks Prepare business plans of the therapy and implement the same for business growthMap competition in market and their strategy on activities and products; develop and implement actions accordingly down the lineSet the targets and goals for individuals in the teamEffectively manage P&L for business growthEnsure HO strategies down the line and effective utilization of material/HO campaigns
II.Manage external customers to ensure business development through support generally aiming at developing and implementing business growth opportunities
Meet with key customers seek market feedback and build strategies as per needExecute annual engagement plan for KBLs/KOLs as per customer profiling metricsHandle top accounts of assigned regionDrive medico marketing events and initiatives to build therapy and Cipla image across regionDevelop new business opportunities through various channelsReview distribution services to monitor secondary and primary business against the sales plan weekly; engage stockists, semi-stockists, panel chemistsMake investments in local marketing activities and ensure maximum ROIDeploy team to ensure the complete coverage of the potential markets

III. Ensure right hiring and learning and recognition through different interventions for the teams to drive high performance and meet targets
Recruit quality resource hiring through effective spotting from competitorsConduct preliminary interview of spotted talent and refer accordinglyEnsure effective induction and on boarding program for newly hired employeesMonitor team’s performance and motivate them to reach targetsRecognize employee achievement from time to time to ensure team is increasingly associated for achieving organizational goalsAddress and resolve all concerns / challenges relating to teamEnsure coverage of all team under various training interventions on distribution, activities/camps, business management, behavioural and interpersonal skills

IV. Control & monitor team performance towards compliance and ethical working by engaging the team and tracking their performance
Monitor tour plans, basic working and sales performance of teamConduct monthly reviews to evaluate performance of individuals and plan actionsAnalyse ROI of promotional activities, major sponsorship, discounted business etc.Ensure adherence towards compliant and ethical working in field
V. Ensuring planning, monitoring and reviews of team performance and aligning their individual objectives to organization objectives to overall raising their performance as per expectation
Cascade goals to the team in the beginning of the year, monitor and review team performance on regular basis to ensure budgeted achievement.Provide ongoing feedback to the team to improve performance during one on one or team interactions.Provide coaching and guidance during joint field workConducting Mid-Year and final review as per goals set in the beginning of the month.Identify individual performance gaps and recommend trainings for the development.Develop high potential talent within the team to take on future roles.

5. Major Challenges
Right spotting and hiring of candidateIdentifying and approaching new customersStringent regulatory bodies and internal unavoidable constraints leading to business lossDriving efficiency among all team to achieve profitable growthKeeping external customers engaged at all times to generate business

6. Key Interactions
Internal Field EmployeesDepot teamCross functional teamHO teamHR team
External Doctor for strengthening relationships (weekly)Chemist for secondary sales data and issue resolution (weekly)Stockiest for secondary sales data and issue resolution (weekly)Paramedical StaffCompetitors to understand market trends, etc. (as per need basis)Potential candidates for hiring (as per need basis)

7.Dimensions
Business Volume 18-20Cr p.a.5 -6 reportees – Area Business ManagersIndividual MSL coverage of 15-20 doctors.Primary sales budget achievement of 1-1.5 Cr on monthly basis.EAS expenses of team below 1% of the salesMaintain expiry and sales returns below 2%Profitable YPM & growth

8.Key Decisions:
Decisions Design and execution of plan for doctors engagementTeam trainingLeave approval of BMsTour plan of Self & team
Recommendations EAS expense for activities / engagement programs recommended to Zonal Business ManagerTop doctors engagement in International / National Conferences / programs recommended to Zonal Business Manager
Salary: Not Disclosed by RecruiterIndustry:Pharma / Biotech / Clinical ResearchFunctional Area:Sales , Retail , Business DevelopmentRole Category:Channel SalesRole:Regional Sales ManagerEmployment Type: Permanent Job, Full Time

Keyskills:

Regional Business Manager People management Sales secondary sales business management distribution marketing business development

Desired Candidate Profile:

9. Skills & Knowledge

Educational qualifications:

Graduate preferably with science background.

Relevant experience: 

7-10 years of experience with minimum 3 years in similar role as a team leader in pharmaceutical industry.Good at People management.Effective communication and analytical skillsEffective in decision makingProblem solving attitude

Education-

UG: B.Sc – Any SpecializationDoctorate:Doctorate Not Required

Company Profile:

Cipla LtdCipla is one of the most respected pharmaceutical companies not just in India but across more than 170 countries. Our portfolio includes 2000 products in 65 therapeutic categories with one quality standard globally. Cipla’s turnover in FY13 was 1.5 billion USD.

Recruiter Name:HRContact Company:Cipla LtdEmail Address:[email protected]