30007073 - ABM - Vijayawada - Guardian

Area Sales Manager

JOB DESCRIPTION 

Role Area Business Manager-Metro 

Designation Assistant Manager – Deputy Manager 

Function Sales 

Department Domestic Sales 

Reporting to Regional Business 

Manager 

Job Grade L4B 

Direct Reportees 4 - 5 

Indirect Reportees NA 

Role Objective: Drive achievement of sales targets within a geographic area (district) by effectively managing a team of 

• sales associates 
• KEY RESPONSIBILITIES 
• Business Development 

? Execute defined sales and marketing plans with a focus on Key Account Management, high-end HCP engagement 

and corporate hospitals in metro and Tier 1 cities 

? Gather market feedback and communicate insights to the marketing team including information on new geographic 

areas, emerging HCPs in practice, and competitor intelligence 

? Participate in cycle meetings to understand campaigns and processes, ensuring the team's thoroughness and 

• preparation 
• ? Leverage data, dashboards and analysis to support sales associates with reviews 
• Sales Management 

? Validate standard visit list, tour plans (MTCP> STP >MTP) and coverage plan with a data-driven, branding-focused 

approach, strategically targeting corporate accounts and potential prescribers in metro and Tier 1 cities 

? Prepare the team for in-clinic discussions by facilitating practice, strategy understanding and product knowledge by 

effective utilisation of In-clinic effectiveness Program (ICEP) coaching tool 

? Validate new/transferred HCPs and recommend additions and deletions to the standard visit list 

? Evaluate metrics like call average coverage/repeat coverage and create plan to address gaps during the weekly 

reviews and Joint Field Work plans 

? Plan monthly visits and manage vacant areas by assigning potential HCPs during the vacancy period 

? Conduct periodic review meetings to provide updates to Regional Business Manager and Zonal Business Manager, 

ensuring adherence to the Sales Review Scorecard framework 

? Ensure timely submission of all required documents, including daily call reports, monthly tour plans, expense 

statements and compliance documents (if any) 

? Utilise internal tools including In-clinic effectiveness Program (ICEP), Sales Review Scorecard (SRS), iPad and 

• dashboards to improve in-clinic effectiveness 
• ? Support the successful launch of new products within assigned area 
• ? Allocate and manage time effectively in underperforming headquarters 
• Supply Chain Management 

? Monitor product availability at modern trade pharmacies, corporate hospital pharmacies, and top chemists to ensure 

seamless prescription fulfilment 

Stakeholder Engagement 

? Ensure HCP’s attendance at continuous medical education sessions /campaigns and coordinate with speakers to 

enhance learning experience 

? Identify and ensure the participation of the right healthcare professionals in company programs such as Continuous 

Medical Education and skill-up sessions 

? Manage core HCPs by accurate identification, timely engagement based on moments of truth (MOT), coverage and 

prescription support 

The above statements are intended to describe the general nature, level and expectations of work being performed by people assigned to this job. They are not intended to be an exhaustive list of all the 

required duties, responsibilities and job specifications / requirements and that individual entities may amend this list based on their specific requirements and business context.People and Culture 

? Promote and embody the USV Credo 

? Guide reportees to overcome challenges and optimise performance by providing solutions and constructive support 

? Conduct timely recruitment and induction process 

? Develop a high-performance culture through periodic reviews, feedback and action planning 

? Provide trainings to ensure the team has the latest knowledge and skills to excel and drive the organisation forward 

? Support the team by offering coaching, demonstrating best practices, acknowledging efforts and leading by example 

? Engage and retain key talents by fostering a supportive work environment and offering continuous opportunities 

? Identify high-potential candidates in consultation with the Area Business Manager and support them in grooming th for 

• their next role through the Career Enhancement Journey to Excel (CJEx) 
• STAKEHOLDER INTERACTION 
• Type of Interaction: Internal 

Interaction with: Sales Associates, Regional Business Manager and Zonal Business Manager 

Nature of Interaction: Routine communication in connection with specified tasks and handling escalations from 

accounts. Communication requiring some level of diplomacy, coordination, synergy and sensitisation on IR matters 

Type of Interaction: External 

Interaction with: Healthcare professionals/ Clearing and Forwarding Agents / 

Stockist / Chemists / Purchase managers 

Nature of Interaction: Explanation of products or services to customers and communication around escalated or difficult 

• queries with customers and inventory management 
• JOB REQUIREMENTS 
• Professional Experience and Relevant Skills 
• ? Minimum of 4 years of overall experience with 2 years of experience in relevant roles 

? Must possess excellent communication skills, including scientific acumen and a good command of English, along with 

strong negotiation and interpersonal skills. Additionally, must be proficient in HCP potential mapping, planning, and 

mentoring and coaching of new onboards, as well as collaborating on the execution of common (multi-team) activities 

Academic Qualifications & Certifications 

? Educational Qualification: Bachelor of Science / Bachelor of Pharmacy (Relevant pharma sales experience and 

managerial experience) 

Functional Competency (Proficiency Levels from 1 – 5, with 1 being basic and 5 being mastery) 

• Achievement Orientation (1) 
• Digital fluency (1) 
• Data-driven decision-making (1) 
• Driving high performance in teams (1) 
• Customer centricity (1) 
• Behavioural Competency 
• Dominance – Confident, High on Energy, Achievement Orientation 
• Influence – Builds Trust, Tactful, Collaborative 
• Steadiness – Calm, Emotionally Stable, Positive 
• Conscientiousness – Vocal, High on Integrity, Organised