Area Business Manager

Job Description

Sales Achievement :

Achieving monthly sales target(Primary & Secondary) year after year

Conduct Joint Field Work (JFW) with TBMs mainly focusing on demonstrating to TBMs on Doctor Conversion, weekly target achievement & root-cause identification for non-achievement of targets.

Coach & guide TBMs during JFW in achieving weekly sales targets and Doctor conversion

Execute mitigation plan for the identified root-cause & to achieve set targets

Pursue and Track continuous Rx generation from the prescribers

Make sure conversion of non-prescribers every month from each Territory.

Retail Chemist Prescription Audit (RCPA) for reviewing Drs List periodically.

Customer delight (Highly satisfied customers) :

Potential Customer Identification & Selection for promotion

Potential Customer Coverage with right duration, frequency and Brand/therapy/company promotion Strategy execution

In-Clinic Performance feedback loop to create highly satisfied customers

Should focus on Continues addition of loyal Customers

FLM have to make sure retail availability, which involves proper RCPA, checking and demonstrating the process to ensure every prescription is honoured

PROCESS :

In clinic performance of each TBM should be monitored and ensure TBMs gives good in clinic performance through Product selection, Communication, Objection handling and demanding prescriptions, taking performance feedback Adhering to JFCR process

Adhering to SFA Compliance

Timely Submission of monthly Tour plan

Should maintain Brand Per Doctor and Doctor Per Brand matrix

Conduct weekly sales review of TBMs w.r.t. target, achievement, Doctor conversion, Root of low conversion (if any)

Identification of learning needs of TBMs and providing requisite using JFCR.

Compliance :

All TBMs submit Daily Call Report (DCR), Campaign / activity / JFW report through SFA

All the TBMs should maintain Customer visit frequency as per the defined strategy.

Core Missed Doctors should be visited at first opportunity.

Daily Monitoring of all the deviations related visit frequency, BPD and DPB. Create execution plan to reduce or cover up the deviations.

Regrettable Attrition should be less than 10%

Identification of learning needs of TBMs and providing requisite.

Execution excellence :

100% execution of brand activities and Customer Communication

100% implementation of Marketing Strategies

Retail availability before brand promotion.

No product expires at retailer & stockiest

Keep vigilance on competitors activities and recommend any necessary tactical Execution.

Suggest Customer specific Marketing inputs

What can Candidate expect?

• An opportunity to grow fast ..
• A Platform for Personal Development
• A competitive Compensation and Incentive Structure
• Challenging work environment and Exposure to manage complex
• Open Door Culture
• Be part of an exciting growth journey of Panacea...

Skill set requirement

• Desire to earn
• Should have understanding of relevant therapy
• Should have connect with 30-40 Paediatricians
• Have an established track record in achieving results and targets
• Understanding of competitors strategy/moves in the territory assigned
• Ability to Coach/ mentor MRs and demonstrate the process to handle various difficult situations.
• Ability to manage & measure work.
• Ability to motivate and build effective team.
• Ability to build strong connect with doctors/ stockiest/ retailers/ distributors
• Good analytical and communication (verbal & written) skills
• Good Interpersonal skills
• Hardworking, Sincere & Committed
• Good knowledge about the Territory

• Ability to persuade