AGM Domestic - Excipients

JOB DESCRIPTION

AGM SALES & MARKETING DOMESTIC BUSINESS

Company: Nitika Pharmaceuticals Specialities Pvt. Ltd.
Position: AGM – Sales & Marketing – Domestic Division
Location: Nagpur, Maharashtra
Reporting To: Managing Director
Experience: 10+ Years
Qualification: B.Sc. / B.Pharm / M.Pharm / MBA (Sales & Marketing preferred)
Industry: Pharmaceutical Excipients

Market: PAN India – Domestic Business

POSITION PURPOSE

KEY RESPONSIBILITIES

1. PAN-India Business Ownership

• Take complete ownership of the Domestic Sales & Marketing Business across India.
• Drive achievement of monthly, quarterly and annual domestic sales targets.
• Develop and execute PAN-India sales strategies aligned with company business objectives.
• Prepare annual business plans, sales forecasts and growth strategies.
• Monitor region-wise, state-wise and ABM-wise business performance.
• Identify business gaps and implement corrective actions.

2. ABM Team Management

• Manage, guide and mentor all Area Business Managers (ABMs) across PAN India.
• All ABMs will be functionally aligned with the AGM for business performance and execution.
• Review individual ABM targets, achievements, pipeline and customer development.
• Conduct regular performance reviews with ABMs.
• Guide ABMs on customer acquisition, conversion, retention and business development.
• Support ABMs in difficult negotiations and strategic customer discussions.
• Build a high-performance sales culture within the team.
• Identify capability gaps and recommend training/development interventions.

Team Size: Minimum 5–7+ ABMs / Sales Team Members.

3. Prime & Non-Prime Market Development

• Drive business development across both Prime and Non-Prime markets.
• Develop separate strategies for key/prime accounts and emerging/non-prime markets.
• Identify untapped territories, customers and applications.
• Increase customer penetration and wallet share.
• Develop strategies for new product/customer acquisition.
• Monitor conversion of leads and nurtured opportunities into business.

4. Pharmaceutical Excipients Business Development

Strong experience in Domestic Pharmaceutical Excipients is mandatory.

The candidate should have strong knowledge and commercial exposure to:

• Microcrystalline Cellulose (MCC)
• Magnesium Stearate
• Sodium Stearyl Fumarate (SSF)

The candidate should understand the application, customer requirement, competitive positioning and commercial aspects of pharmaceutical excipients.

5. Key Account & Customer Management

• Personally manage and develop important/key customers.
• Visit major pharmaceutical companies and strategic accounts across India.
• Build strong relationships with Purchase, R&D, Formulation, QA, Production and other relevant stakeholders.
• Participate in customer meetings, negotiations and business reviews.
• Resolve critical customer issues in coordination with internal teams.
• Develop long-term strategic customer relationships.
• Identify opportunities for cross-selling and increasing business share.

6. PAN-India Market Visits

The AGM will be required to undertake regular PAN-India travel.

Responsibilities will include:

• Accompanying ABMs in respective territories.
• Visiting key and potential customers.
• Reviewing territory performance.
• Conducting market surveys.
• Understanding competitor activity.
• Identifying new business opportunities.
• Supporting ABMs in major customer negotiations.
• Reviewing Prime and Non-Prime market performance.

7. Market Intelligence & Competition Analysis

• Gather PAN-India market intelligence.
• Monitor competitor products, pricing, positioning and customer strategies.
• Identify market trends and emerging opportunities.
• Analyse customer requirements and changing market conditions.
• Provide strategic market inputs to the MD.
• Develop strategies to improve market share.

8. Sales MIS & Business Review

• Review daily/weekly/monthly sales MIS from ABMs.
• Monitor:
• Target vs. Achievement
• Customer Addition
• Customer Conversion
• New Business
• Existing Business
• Product-wise Sales
• Region-wise Sales
• Pipeline
• Outstanding Business Opportunities
• Prime vs. Non-Prime Business
• Conduct regular sales review meetings.
• Present business performance and action plans to the MD.

9. Business Planning & Strategy

• Prepare PAN-India sales plans.
• Develop region-wise and product-wise growth strategies.
• Set ABM-wise targets.
• Identify high-potential territories and customers.
• Prepare strategies for business expansion.
• Develop plans for increasing customer retention and repeat business.
• Translate company objectives into actionable sales plans.

10. Lead Nurturing & Conversion

• Monitor the complete lead-to-business conversion process.
• Review nurtured leads and opportunity pipelines.
• Ensure systematic follow-up by ABMs.
• Identify reasons for lost opportunities.
• Develop strategies to convert high-value opportunities into business.
• Track customer sampling, trials and commercial conversion.

11. Cross-Functional Coordination

Work closely with:

• MD / Management
• Sales & Marketing
• Technical Sales
• Customer Technical Support
• R&D
• QA/QC
• Production
• Supply Chain
• Logistics
• Finance
• Regulatory

to ensure smooth execution of customer requirements and business commitments.

IDEAL CANDIDATE PROFILE

The ideal candidate should be a strong PAN-India Pharma Excipients Sales Leader who has successfully managed a team of ABMs and personally driven business development across multiple regions.

The candidate should be capable of moving between strategy and execution—from setting PAN-India business plans with the MD to travelling with ABMs, meeting customers, resolving commercial issues and closing high-value business opportunities.

The person should be:

Strategic + Commercially Strong + Customer-Focused + Target-Oriented + Strong Team Leader + Excellent Communicator + High on Ownership

Critical Hiring Requirement

Candidates without significant PAN-India Domestic Pharmaceutical Excipients Sales experience should not be considered for this position.

The candidate must have demonstrated experience in handling sales teams/ABMs and driving domestic excipients business across multiple regions of India.Role & responsibilities

Preferred candidate profile