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. ' Skills: Trade Marketing, Data Analysis, Market Intelligence, Brand Strategy, business networking, sales pipeline management, Selling Techniques, Channel Management, Budgeting Experience: 0.00-0.00 Years