Job Description
The Regional Business Manager (RBM) is responsible for executing sales strategies, managing business performance, and nurturing key customer relationships within the Hospital Care segment. This role requires strong leadership, analytical abilities, and deep understanding of the critical care market. The RBM ensures achievement of both primary and secondary sales, drives team productivity, and strengthens institutional engagement while maintaining compliance and maximizing ROI on business activities.
Essential Functions
Develop monthly/weekly sales plans (primary & secondary) for territories and communicate to the team.
Drive performance of the hospital care portfolio through strategic target allocation and KPI adherence.
Execute strategies to convert doctors, engage distributors, biomedical teams, and OT departments.
Monitor and control team performance to ensure achievement of business goals with minimal deviations.
Analyse ROI for promotional activities, sponsorships, discounts, and marketing initiatives.
Review secondary sales movement to minimize expiries, returns, and non-moving inventory.
Lead hiring, retention, and engagement of team members; plan orientation and refresher training.
Conduct impactful team review meetings and support management of vacant territories.
Manage key external stakeholders with a focus on ROI-based engagement.
Identify and execute annual plans for KOLs and key corporate accounts based on profiling.
Track weekly business progress against plans and engage stockists, semi-stockists, and chemists.
Strengthen performance management and capability development to enhance field effectiveness.
- Additional Responsibilities Act as the second line manager to support team challenges and resolve escalations.
Provide ongoing market insights on competitor activity, customer behavior, and environmental changes.
Leverage digital tools and sales automation systems for reporting and decision-making.
Promote a culture of collaboration, agility, innovation, and continuous learning within the team.
Ensure compliance with company policies and uphold organizational values.
Qualifications
Education
Bachelor's degree in Science or equivalent.
MBA preferred.
Experience
Minimum
3+ years of people management experience in pharmaceuticals.
Experience in
Anesthesia, Critical Care (Antibiotics), ICU, or related hospital care markets.
Proven track record in
sales management, team leadership, and key client relationship management.
Skills
Strong leadership abilities with a focus on developing diverse sales teams.
Excellent communication skillsboth verbal and written.
High proficiency in
Salesforce automation, data analytics, and sales reporting tools.
Strong critical thinking, problem-solving, and analytical capabilities.
Ability to influence stakeholders, drive performance, and adapt to changing environments.
Strong business acumen and account management mindset.
Ability to leverage digital and non-digital channels effectively.
