Regional Business Manager - Gastroenterology, ENT & CP

Role & responsibilities

• Acquire the required product knowledge by attending the training programs, cycle meetings and on the job training conducted by the organisation.
• Maintain and expand existing business and develop new business opportunities
• KOL & KBL connect, build relationships with key customers.
• Retention of team members and scouting new talent
• Vacancy management Ensure identification of right candidate for short listing and ensure timely filling of vacancies
• Vacant territory management
• Continuous monitoring of stocks, analysis of high inventory products and chalking our liquidation plans with specific assignments to team
• To analyse each territory w.r.t the customer coverage, Growth in Secondary, Campaign Implementation, Product Mix, Key Brand Performance, Inventory at Stockist, Near Expiry Stocks of each HQ/stockist
• Quality Sales Zero Sales Return, Expiry and Breakage less than 0.5%
• Ensure implementation of all activities down the line to increase the productivity and brand building
• To ensure smooth functioning of the distribution channel, ensuring availability of all brands with the stockiest, outstanding clearance and settlement of issues
• Weak territory management
• Develop Team members in Detailing, Product Knowledge, RCPA and in clinic Effectiveness. Also developing and coaching them for the next level.
• Driving growth and increasing market share
• Maintaining discipline and work ethics in the team.
• Organizing academic activity for doctors CME and conferences

Preferred candidate profile

• Should have good knowledge of human physiology and present company products
• Should have worked in good companies
• Should be stable with minimum job changes
• Was he/she internally promoted in previous organization, if yes, what are key learnings and contribution
• Examples of brand building
• Product detailing skills should be very good
• Knowledge and connect with key customers
• Market feedback
• Give some real life situations to understand candidates thought process on problem solving
• Sales performance of last 3 years
• Examples of identification of new customer and new opportunities. • Examples of CMEs planned and organised in his present role
• Understand market knowledge, KOL & KBL connect
• Initiatives taken by candidate for retention and development of team. What is attrition rate within team
• How is he/she attracting good talent from market
• How is he/she managing inventory
• Initiatives taken for business expansion such identifying untapped and potential territories
• Business hygiene - What is productivty Vs inventory ratio, what are good practices to maintain good ratio.
• Examples of development of weak territory in his present organisation.
• Promotions under him.