Regional Business Manager

Objective:

To achieve the sales targets in the assigned region by leading the field force in implementing

marketing and sales strategies, monitoring weak territories, building relationships with customers and guiding/ coaching the team.

Job Responsibilities:

Support in sales strategy:

> Provide Market feedback, help in forming strategy, stakeholder development strategy

( Be aware and provide competitor's strategy in Sales and Marketing )

> Attend induction, CTP Cycle meetings to understand campaigns and other processes.

> Ensure ABM is prepared for inclinic discussions and coaching through detailing practice, proper understanding of strategy and product knowledge.

> Approve Campaign customers list as per

the strategy.

> Assign targets depending upon the potential of HQ

Sales Management

> Endorse Validation of approvals SVL, STP, MTCPP, as per policy.

> Approve visit frequency of SVL Drs assigned by ABMs based on potential and business of customers.

> Approve addition and deletion of Drs. Ensure correct tagging of ABM's Core Customers.

> Tag 160 core Drs. for self that should include B category Drs of all Reps HQ.

> Identify weak/ low YPM territory and develop action plan for improvement (Adopt 2).

> Meet Core customers as per coverage norms and report Drs who are unhappy with any team.

> Analyze field effort level of SA and ABM, qualitative implementation of marketing activities and sales performance to sensitize ABM and guide them to develop action plan to bridge performance gaps

Sales Management - Supply Chain

> Ensure liquidation of non-moving/near expiry products. (P).

> Review and recommend discounts to NBMs.

> Validate and approve post sale discount claims for processing.

> Review inventory on 18th of every month at CNF.

> Review overall outstanding and ensure timely collection of dues. (P).

> Recommend stockist based on USV policies.

Stakeholder engagement:

> Approve Drs after validation for CMEs/Conference/Engagement activities.

> Reassign budget for implementation of CMEs.

> Assess, approve and assign budgets for Core Customer activities and recommend

for roll out to HO.

> Ensure monitoring with ABMs of follow up with Drs immediately after activity.

> Ensure implementation of core activities and generate desired returns.

Reporting and Submission:

> Ensure timely submission (for self) and validation / approval (for team) as per frequency / process stipulated by company -MTP, Expense statement, Monthly report.

> Post JFW Rep assessment report to be sent to SFA and give feedback to ABM.

> Validate A,B,C,D category bi-monthly

People Management :

> Induction of new ABM as per guidelines.

> Approve time allocation of ABM and allot minimum 6 days/ adopted territory in a Qtr and ensure improvement in business.

> Identify weak ABM create a POA for improvement.

> Identify potential SA for development and monitor progress of identified weak SA.

> Shortlist of SA with ABM. Do first line of interview for ABM.

> Consequence management with help of HR and decide separation if required.

> Approval of funds.

> Recommend tasks, rewards for new team members.

> Full and final settlement on timely basis.

> Review SA performance during Training or Probation for confirmation or otherwise.

Interested candidates can share the CV to naveen.s@usv.in / 8097078119

Regards,

Naveen Sarathy

Human Resources

USV Pvt. Ltd.