AREA BUSINESS MANAGER

Responsibilities

• Achieving monthly sales target (Primary & Secondary) year after year
• Conduct Joint Field Work (JFW) with TBMs mainly focusing on demonstrating to TBMs on Doctor Conversion, weekly target achievement & root-cause identification for non-achievement of targets
• Coach & guide TBMs during JFW in achieving weekly sales targets and Doctor conversion
• Execute mitigation plan for the identified root-cause & to achieve set targets
• Pursue and Track continuous Rx generation from the prescribers
• Make sure conversion of non-prescribers every month from each Territory
• Retail Chemist Prescription Audit (RCPA) for reviewing Drs List periodically

Customer Delight (Highly Satisfied Customers)

• Potential Customer Identification & Selection for promotion
• Potential Customer Coverage with right duration, frequency and Brand/therapy/company promotion Strategy execution
• In-Clinic Performance feedback loop to create highly satisfied customers
• Should focus on Continues addition of loyal Customers
• FLM have to make sure retail availability, which involves proper RCPA, checking and demonstrating the process to ensure every prescription is honoured

Process

• In clinic performance of each TBM should be monitored and ensure TBMs gives good in clinic performance through Product selection, Communication, Objection handling and demanding prescriptions, taking performance feedback Adhering to JFCR process
• Adhering to SFA Compliance
• Timely Submission of monthly Tour plan
• Should maintain 'Brand Per Doctor and Doctor Per Brand' matrix
• Conduct weekly sales review of TBMs w.r.t. target, achievement, Doctor conversion, Root of low conversion (if any)
• Identification of learning needs of TBMs and providing requisite using JFCR

Compliance

• All TBMs submit Daily Call Report (DCR), Campaign / activity / JFW report through SFA
• All the TBMs should maintain Customer visit frequency as per the defined strategy
• Core Missed Doctors should be visited at first opportunity
• Daily Monitoring of all the deviations related visit frequency, BPD and DPB. Create execution plan to reduce or cover up the deviations
• Regrettable Attrition should be less than 10%
• Identification of learning needs of TBMs and providing requisite

Execution Excellence

• 100% execution of brand activities and Customer Communication
• 100% implementation of Marketing Strategies
• Retail availability before brand promotion
• No product expires at retailer & stockiest
• Keep vigilance on competitor's activities and recommend any necessary tactical execution
• Suggest Customer specific Marketing inputs

Skill Set Requirement

• Desire to earn

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