Business Executive

JOB DESCRIPTION 

Role Regional Business Manager 

Designation Manager – Senior Manager 

Function Sales 

Department Domestic Sales 

Reporting to Zonal Business 

Manager 

Job Grade L5B – L5A 

Direct Reportees 4 - 5 

Indirect Reportees 20 - 30 

Role Objective: Manage the execution of sales plans to achieve and exceed sales in the assigned region. Foster a 

• positive organisational image among customers while driving team performance 
• KEY RESPONSIBILITIES 
• Sales Management 
• ? Implement regional sales strategy aligned with business objectives 

? Expand reach by strengthening relationships with a broader HCP base, including specialists, general practitioners and 

pharmacy-driven prescribers in Tier 2 & 3 markets 

? Develop the team for in-clinic value addition through detailing practice, strategy understanding and product knowledge 

• ? Oversee implementation of core activities within headquarters to generate desired returns 
• ? Supervise the management of vacant headquarters to ensure business continuity 
• ? Foster strong relationship with core customers to achieve desired business outcomes 
• ? Drive cycle meetings to understand campaigns and processes 
• ? Review coverage of Area Business Manager and sales associates' standard visit list 
• ? Conduct periodic review meetings to monitor performance 
• ? Support Zonal Business Manager in improvement of underperforming headquarters 
• ? Monitor performance of new brands and provide insights to Zonal Business Manager 
• ? Support Zonal Business Manager and conduct audits to ensure compliance in sales processes 
• ? Support in classification of core customers to optimise prescription generation 
• Supply Chain Management 

? Evaluate and recommend stockists to ensure a strong distribution network 

? Optimise sales hygiene by analysing the pharmaceutical supply chain to manage inventory 

? Monitor inventory levels and drive liquidation of non-moving and near-expiry products 

? Monitor and maintain adequate inventory at all levels 

? Evaluate and recommend new stockists in strategic locations to strengthen market presence and distribution 

• efficiency 
• ? Stay informed about online stockists and their impact 
• Stakeholder Engagement 
• ? Drive relationships and business outcomes from core customers 

? Build and maintain strong relationships with Key Business Leaders and high potential customers to enhance business 

• generation 
• ? Interact with core customers as per coverage norms and resolve any dissatisfaction 
• ? Approve and ensure attendance of HCPs for educational activities 
• ? Develop equity with channel partners including retailers and stockists 
• ? Foster strong relationship with Key Account Management at Institutions and Hospitals 
• People and Culture 
• ? Promote and embody the USV Credo 
• ? Guide reportees to overcome challenges and optimise performance to achieve sales 

? Conduct differential recruitment and induction to ensure job fit and culture fit candidates are onboarded within 

timelines 

? 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 

? Identify high-potential sales associate in consultation with the Zonal Business Manager and groom them to take up 

• the next role 
• ? Foster a culture of team collaboration, both within and between teams 
• ? Demonstrate the ability to build and lead a team effectively 

? Facilitate interactions with HCPs and Key Business Leaders to strengthen relationships and generate valuable 

• insights and returns for the organisation 
• STAKEHOLDER INTERACTION 
• Type of Interaction: Internal 

Interaction with: Sales Associates, Area Business Manager, Zonal Business Manager, National Business Manager, 

Marketing team and relevant cross functional teams 

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 / Health Care 

Operators Nature of Interaction: Explanation of products or services to customers or clients and communication around 

• escalated or difficult queries with customers or clients and interaction with Health Care Operators 
• JOB REQUIREMENTS 
• Professional Experience and Relevant Skills 
• ? Minimum of 8 years of overall experience in Pharma Sales and 2 years in relevant roles 

? Must possess strong relationship-building skills, deep market understanding, and a hands-on approach to managing 

field operations. High level of adaptability and persistence. Must adapt strategy between branding-driven engagement in 

metro and hands-on, relationship-driven sales in smaller towns 

? Must possess a proven track record of driving high performance teams through excellent planning, communication, 

networking and data-driven decision-making 

Academic Qualifications & Certifications 

? Educational Qualification: Bachelor of Science (BSc) / B. Pharma Graduate 

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

• Achievement Orientation (3) 
• Digital fluency (2) 
• Data-driven decision-making (3) 
• Driving high performance in teams (3) 
• Customer centricity (3) 
• Behavioural Competency 
• Resilient - Calm, Emotionally Stable, Confident and Recovers quickly 
• Extrovert - Positive, Sociable, High on Energy, Takes Charge, Builds Trust and Tactful 
• Originality - Curious, Practical approach and Adaptive to change 
• Accommodation - Team Player, Collaborator, Humble and Vocal 
• Consolidation - Structured planner, Organised, Focused, Achievement Orientated and High on Integrity