Area Business Manager-OTC

Area Business Manager Trade

Key Responsibilities

1. Sales Target Achievement

• Drive primary sales (company to distributor) and secondary sales (distributor to retailer) to achieve monthly, quarterly, and annual targets.
• Monitor sales performance and take corrective actions to achieve business objectives.

2. Distributor & Channel Management

• Appoint, manage, and develop distributors, stockists, and super-stockists.
• Ensure effective distribution, product availability, and smooth channel operations.
• Build strong relationships with channel partners and resolve operational issues.

3. Retail Network Expansion

• Expand and strengthen the retail network across the assigned territory.
• Improve product availability, distribution reach, and visibility at retail outlets.
• Ensure effective merchandising and execution of brand standards.

4. Team Leadership & Coaching

• Recruit, train, manage, and motivate Sales Officers (SOs), Territory Sales Officers (TSOs), Sales Representatives, or Medical Representatives (MRs).
• Conduct regular joint market visits to coach and develop team members.
• Monitor individual and team performance against defined targets.

5. Market Execution & Promotion

• Plan and execute trade schemes, consumer promotions, product activations, and other market initiatives.
• Ensure effective implementation of company strategies and promotional plans at the ground level.

6. Market Intelligence & Reporting

• Conduct regular market visits to understand market trends, customer needs, competitor activities, pricing, launches, and schemes.
• Provide timely and accurate daily/monthly sales reports and market updates.
• Maintain relevant sales and market data using Excel, DMS, SAP, or other business systems.

7. Collections & Inventory Management

• Ensure timely collections from distributors and effective management of outstanding payments.
• Monitor distributor inventory and stock movement to maintain optimum inventory levels.
• Proactively address potential stock-outs and supply-related issues.

Candidate Requirements

• Experience: 5–15 years of experience in OTC, FMCG, or Pharmaceutical Sales, with 3–7 years of relevant team-handling/supervisory experience.
• Education: Graduate in any discipline; Science graduates preferred, particularly for pharmaceutical/OTC businesses.
• Functional Skills: Strong expertise in sales management, distributor/channel management, retail expansion, team handling, market execution, and business development.
• Technical Skills: Proficiency in MS Excel and familiarity with DMS, SAP, or similar sales management systems.
• Soft Skills: Strong leadership, analytical, communication, negotiation, and relationship-management skills.
• Field Mobility: Willingness to undertake extensive field travel, approximately 15–20 days per month.