Job Details

• Define and communicate a profitable sales strategy for the relevant division aligned to overall business targets
• Given BU priorities, define a divisional strategy to achieve the stated objectives, including overall sales targets, therapy area sales targets, etc.
• Finalize targets for the year along with the Sales & Marketing Head, BU Head and Therapy Heads and drive the communication of these targets to the sales force
• Drive sales performance across the zone, ensuring the achievement of business objectives
• Conduct periodic reviews of geographies to review sales achievement against targets
• Make mid-year corrections to the sales plan based on progress
• Analyze reports created by support teams to identify gaps in performance and create plans to bridge the same before they affect business
• Set standards for sales processes and drive adherence to these processes, including financial, regulatory and legal norms
• Review expenses on a regular basis and identify areas for improvement / reduction in costs
• Monitor the execution of therapy strategy by the sales force across the zone
• Collaborate with Therapy Leads to execute the therapy strategy
• Drive the execution of marketing activities by the sales force across the zone
• Provide team necessary support for strategy execution
• Jointly conceptualize CME programs, advisory board meetings, conferences, etc. with top doctors in the country
• Manage relationships with key stakeholders across the zone, thereby contributing to the achievement of business targets
• Meet and maintain relationships with KOLs, KBLs, chemists, key doctors (at a zonal level), distributors, stockists, unions for mutual benefit
• Evaluate requests raised by stakeholders (sponsorship, support, engagement programs, etc.)
• Represent and showcase organization capabilities in industry associations and conferences
• Drive a culture of high performance across the zone, managing talent
• optimally so as to achieve favourable business outcomes
• Diagnose and build capabilities within the zone to deliver against business objectives
• Define standards of performance across therapies and roles to grow
• market share in the zone
• Reward and recognize differentiated performance; Develop leaders across career levels; spot and groom the future leadership pipeline
• Enable staffing of the zonal structure to leverage value from high-potential territories and support functions

12 - 15 years of experience of leading a large and geographically diverse sales team in the pharmaceutical industry

Reference ID - GH/PHL/JC//14012019//80989/Zonal Business Manager