Regional Business Manager

Job Summary

This role is responsible for driving sales performance and execution across regions through meticulous planning, monitoring, and team development. Key responsibilities include preparing weekly and monthly sales targets, validating doctors' potential, creating doctor-product matrices, and conducting regular reviews with ASMs and TMs. The role involves ensuring effective implementation of medico-marketing activities, managing customer relationships, and resolving operational challenges. Additional duties include enabling ASMs to train TMs, overseeing territory potential mapping, and ensuring accurate customer classification and visit frequency. The position requires adherence to COBE guidelines, process monitoring (e.g., call coverage, RCPA, and e-detailing), and collaboration with cross-functional teams (SFE, SCM, GSA, PMT) for seamless operations and problem-solving. A critical focus is on developing and implementing strategies to turn around low-performing areas and fostering a high-performance culture across the team.

' Roles & Responsibilities

• Prepare weekly and monthly plans for sales targets and ensure the implementation of input planners for ASMs.
• Validate doctors' potential, create doctor-product matrices, and oversee territory potential mapping by TMs/ASMs.
• Conduct weekly and monthly reviews with ASMs, attend TM reviews in critical HQs, and address low-performing areas through JCC and action plans.
• Enable ASMs to train TMs on communication, product strategies, and new launches while guiding them on effective customer engagement.
• Plan and execute medico-marketing activities, including organizing CMEs with SM approval and managing logistics like speakers and venues.
• Monitor process parameters like call coverage, visit frequency compliance, e-detailing, and RCPA, ensuring alignment with COBE guidelines.
• Maintain strong relationships with high-potential customers, address queries accurately and timely, and support relationship consolidation through JCC.
• Collaborate with cross-functional teams (SFE, SCM, GSA, PMT) to resolve operational issues and ensure effective process execution.

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Educational Qualification

Graduation in any discipline. Science/Pharmacy/MBA preferred.

Minimum Work Experience

8+ years overall experience. 3 years within pharma industry.

Skills & Attributes Functional Skills

• Channel Management
• Brand Strategy
• Key Opinion Leader Development
• Selling Techniques
• Sales Pipeline Management
• Trade Marketing

Resident Skills

• Budgeting
• Forecasting Management
• Data Analysis
• Market Intelligence
• Business Networking

Behavioural Skills

• Execution Discipline - Maintains precision and timeliness in tender documentation, MIS reporting, and financial tracking to uphold operational integrity.
• Stakeholder Collaboration - Coordinates effectively across teams to resolve discrepancies, align processes, and support goal achievement.
• Detail Orientation - Applies thoroughness in compliance validation, pricing analysis, and SOP adherence to ensure transparency and accountability.

Critical Exposures

• Led Rx business of revenue size of minimum USD 3 million or its geographical equivalent for a minimum of 2 areas in the country and/or could be in a KAM role in B2B pharma sales, managing revenues of minimum of USD 800K or its geographical equivalent.
• Must have exposure to multiple therapies.
• Exposure in brand/product management followed by minimum 1 year in an RSM role is preferred.
• Must have relevant in-country experience.

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