Regional Business Manager
Job Description
JOB DESCRIPTION
Role Regional Business Manager
Designation Manager – Senior Manager
Function Sales
Department Domestic Sales
Reporting to Zonal Business
Manager
Job Grade L5B – L5A
Direct Reportees 4 - 5
Indirect Reportees 20 - 30
Role Objective: Manage the execution of sales plans to achieve and exceed sales in the assigned region. Foster a
positive organisational image among customers while driving team performance
KEY RESPONSIBILITIES
Sales Management
? Implement regional sales strategy aligned with business objectives
? Expand reach by strengthening relationships with a broader HCP base, including specialists, general practitioners and
pharmacy-driven prescribers in Tier 2 & 3 markets
? Develop the team for in-clinic value addition through detailing practice, strategy understanding and product knowledge
? Oversee implementation of core activities within headquarters to generate desired returns
? Supervise the management of vacant headquarters to ensure business continuity
? Foster strong relationship with core customers to achieve desired business outcomes
? Drive cycle meetings to understand campaigns and processes
? Review coverage of Area Business Manager and sales associates' standard visit list
? Conduct periodic review meetings to monitor performance
? Support Zonal Business Manager in improvement of underperforming headquarters
? Monitor performance of new brands and provide insights to Zonal Business Manager
? Support Zonal Business Manager and conduct audits to ensure compliance in sales processes
? Support in classification of core customers to optimise prescription generation
Supply Chain Management
? Evaluate and recommend stockists to ensure a strong distribution network
? Optimise sales hygiene by analysing the pharmaceutical supply chain to manage inventory
? Monitor inventory levels and drive liquidation of non-moving and near-expiry products
? Monitor and maintain adequate inventory at all levels
? Evaluate and recommend new stockists in strategic locations to strengthen market presence and distribution
efficiency
? Stay informed about online stockists and their impact
Stakeholder Engagement
? Drive relationships and business outcomes from core customers
? Build and maintain strong relationships with Key Business Leaders and high potential customers to enhance business
generation
? Interact with core customers as per coverage norms and resolve any dissatisfaction
? Approve and ensure attendance of HCPs for educational activities
? Develop equity with channel partners including retailers and stockists
? Foster strong relationship with Key Account Management at Institutions and Hospitals
People and Culture
? Promote and embody the USV Credo
? Guide reportees to overcome challenges and optimise performance to achieve sales
? Conduct differential recruitment and induction to ensure job fit and culture fit candidates are onboarded within
timelines
? Develop a high-performance culture through periodic reviews, feedback, and action planning
? Provide trainings to ensure the team has the latest knowledge and skills to excel and drive the organisation forward
? Identify high-potential sales associate in consultation with the Zonal Business Manager and groom them to take up
the next role
? Foster a culture of team collaboration, both within and between teams
? Demonstrate the ability to build and lead a team effectively
? Facilitate interactions with HCPs and Key Business Leaders to strengthen relationships and generate valuable
insights and returns for the organisation
STAKEHOLDER INTERACTION
Type of Interaction: Internal
Interaction with: Sales Associates, Area Business Manager, Zonal Business Manager, National Business Manager,
Marketing team and relevant cross functional teams
Nature of Interaction: Routine communication in connection with specified tasks and handling escalations from
accounts. Communication requiring some level of diplomacy, coordination, synergy and sensitisation on IR matters
Type of Interaction: External
Interaction with: Healthcare professionals / Clearing and Forwarding Agents / Stockist / Chemists / Health Care
Operators Nature of Interaction: Explanation of products or services to customers or clients and communication around
escalated or difficult queries with customers or clients and interaction with Health Care Operators
JOB REQUIREMENTS
Professional Experience and Relevant Skills
? Minimum of 8 years of overall experience in Pharma Sales and 2 years in relevant roles
? Must possess strong relationship-building skills, deep market understanding, and a hands-on approach to managing
field operations. High level of adaptability and persistence. Must adapt strategy between branding-driven engagement in
metro and hands-on, relationship-driven sales in smaller towns
? Must possess a proven track record of driving high performance teams through excellent planning, communication,
networking and data-driven decision-making
Academic Qualifications & Certifications
? Educational Qualification: Bachelor of Science (BSc) / B. Pharma Graduate
Functional Competency (Proficiency Levels from 1 – 5, with 1 being basic and 5 being mastery)
Achievement Orientation (3)
Digital fluency (2)
Data-driven decision-making (3)
Driving high performance in teams (3)
Customer centricity (3)
Behavioural Competency
Resilient - Calm, Emotionally Stable, Confident and Recovers quickly
Extrovert - Positive, Sociable, High on Energy, Takes Charge, Builds Trust and Tactful
Originality - Curious, Practical approach and Adaptive to change
Accommodation - Team Player, Collaborator, Humble and Vocal
Consolidation - Structured planner, Organised, Focused, Achievement Orientated and High on Integrity