Zonal Business Manager - Pharma - Dermatology - South Zone

Role & responsibilities

We are looking for an experienced Zonal Business Manager (ZBM) to lead and drive business operations across the South India region for our Derma Division.

The role will be responsible for managing and developing the Regional Business Managers (RBMs), Area Business Managers (ABMs) and Medical Representatives (MRs), driving sales performance, strengthening market presence and ensuring effective execution of business and marketing strategies across the assigned states.

• Lead and drive the sales and business strategy for the South India zone in alignment with organizational objectives.
• Manage and guide RBMs, ABMs and MRs across the assigned territory.
• Drive achievement of sales targets, growth objectives, productivity and key business metrics across the zone.
• Ensure effective implementation of brand strategies, marketing initiatives, promotional campaigns and cycle plans through the field force.
• Monitor state-wise, region-wise and product-wise performance and identify opportunities for business growth.
• Conduct regular field visits and joint working with RBMs, ABMs and MRs to assess field effectiveness and provide coaching and guidance.
• Build strong relationships with dermatologists, Key Opinion Leaders (KOLs), hospitals, institutions and other key customers.
• Analyse market trends, competitor activities and customer insights to develop appropriate business strategies.
• Drive customer coverage, doctor segmentation, prescription generation and territory development across the zone.
• Review and improve field-force productivity, including call quality, coverage, targeting and execution.
• Identify capability gaps and conduct/coordinate training, coaching and development initiatives for the field team.
• Work closely with HR, Marketing and other cross-functional teams for manpower planning, recruitment, onboarding, retention and team development.
• Support new product/brand launches and ensure timely execution across the assigned markets.
• Prepare and review monthly, quarterly and annual business plans and performance reviews for the zone.
• Ensure effective communication of management expectations and business priorities to the field organization

Preferred candidate profile

• Graduate/Postgraduate in any discipline; MBA/PG in Marketing or Management will be preferred.
• Must have prior experience in the Derma / Dermatology segment.
• Strong understanding of Derma products, dermatologists, customer segmentation and the Derma market is essential.
• Proven experience in pharmaceutical sales leadership and team management.
• Experience managing RBMs/ABMs/MRs or a large multi-level field sales team will be preferred.
• Must have South India multi-state exposure covering all 5 major South Indian states Karnataka, Tamil Nadu, Kerala, Andhra Pradesh and Telangana — or minimum 4 of these 5 states.
• Strong experience in business planning, sales strategy, field-force management and market development.
• Willingness to travel extensively across the assigned South India territory.
• Strong leadership, analytical, communication, negotiation and stakeholder-management skills.

Mandatory Criteria

Derma / Dermatology exposure – Mandatory
South India exposure – Minimum 4 out of 5 states
Multi-level team management – RBM / ABM / MR
Strong Pharmaceutical Sales experience
Willingness to travel extensively
Base Location – Bangalore