Territory Business Manager

Roles & Responsibilities

• Prepare weekly and monthly plans for sales targets and ensure the implementation of input planners for ASMs.
• Validate doctors potential, create doctor-product matrices, and oversee territory potential mapping by TMs/ASMs.
• Conduct weekly and monthly reviews with ASMs, attend TM reviews in critical HQs, and address low-performing areas through JCC and action plans.
• Enable ASMs to train TMs on communication, product strategies, and new launches while guiding them on effective customer engagement.
• Plan and execute medico-marketing activities, including organizing CMEs with SM approval and managing logistics like speakers and venues.
• Monitor process parameters like call coverage, visit frequency compliance, e-detailing, and RCPA, ensuring alignment with COBE guidelines.
• Maintain strong relationships with high-potential customers, address queries accurately and timely, and support relationship consolidation through JCC.
• Collaborate with cross-functional teams (SFE, SCM, GSA, PMT) to resolve operational issues and ensure effective process execution.

Educational Qualification

Graduation in any discipline. Science/Pharmacy/MBA preferred.

Minimum Work Experience

8+ years overall experience. 3 years within pharma industry.

Skills & Attributes Functional Skills

• Channel Management
• Brand Strategy
• Key Opinion Leader Development
• Selling Techniques
• Sales Pipeline Management
• Trade Marketing

Resident Skills

• Budgeting
• Forecasting Management
• Data Analysis
• Market Intelligence
• Business Networking

Behavioural Skills

• Execution Discipline - Maintains precision and timeliness in tender documentation, MIS reporting, and financial tracking to uphold operational integrity.
• Stakeholder Collaboration - Coordinates effectively across teams to resolve discrepancies, align processes, and support goal achievement.
• Detail Orientation - Applies thoroughness in compliance validation, pricing analysis, and SOP adherence to ensure transparency and accountability.

Critical Exposures

• Led Rx business of revenue size of minimum USD 3 million or its geographical equivalent for a minimum of 2 areas in the country and/or could be in a KAM role in B2B pharma sales, managing revenues of minimum of USD 800K or its geographical equivalent.
• Must have exposure to multiple therapies.
• Exposure in brand/product management followed by minimum 1 year in an RSM role is preferred.
• Must have relevant in-country experience.