Summarize the primary purpose of the position, including scope of responsibility in 5-7 concise sentences. (i.e. Global vs.
Country/Region) It may be helpful to complete this section after you have finished the other sections of the document.
District Business Manager leads a team of Product Specialists (PS) / Sr. Product Specialists (Sr. PS) / Product Executives (PE)
to achieve and exceed the budgeted sales for the assigned geographical area. The role holder is also responsible for optimizing
productivity through planned coverage of customers, resource deployment and meaningful and timely implementation of sales
promotion initiatives for self and the team, in accordance with established sales & distribution policies and procedures.
In order of importance, list the key accountabilities critical to the performance of the position. It is recommended not to list
actual tasks but focus on essential responsibilities that highlight accountability and level of judgment required.
1. Strategic/ Policy
Plan and develop suitable sales strategy in consultation with the RBM. Take the inputs of the PS/Sr.PS/PE to prepare
the sales plan. Finalize district targets for each of the key products.
Conduct sales analytics to identify areas / stakeholders to be focused upon for driving business growth
Undertake monthly phasing of sales targets and schedule sales for each member of the team
Validate the sales forecast or the rolling sales plan as per the defined frequency
Manage salvage net to maintain it at an acceptable level
Coordinate the sales efforts of PS/Sr.PS/PE in the District to ensure availability of products with the wholesalers and
take prompt action to fill gaps, if any
Plan and organize sales promotion campaigns by selecting high potential medical practitioners
Guide and assist the PS/Sr.PS/PE in implementing the sales strategy, selection of customers, profitable coverage of
sale area and determining frequency of calls.
Guide and instruct PS/Sr.PS/PE on compliance with promotional guidelines and adverse event reporting policies and
procedures as related to date expiry products.
2. Operational / Process
Stay updated on the competitors activities through personal visits to medical practitioners, wholesalers and retailers
and through systematic collection and analysis of data, statistics and information from PS/Sr.PS/PE in the field.
Make personal visits to customers to build effective relationships through face-to-face selling and promotion of sale.
Review and assess the effectiveness of sales campaigns and programs; take corrective action and recommend
improvement in sales planning, sales methods, market coverage and sales administration.
Provide periodic updates / reports to the Regional Business Manager (RBM) on sales achieved, market conditions,
competitors activities and the performance of team members.
Provide recommendations to the RBM on sales strategy, operations and methods of reducing costs
Support institutional sales for the district by developing and managing relationships with key institutions in the
district. Follow up with relevant stakeholders on institutional tenders and assist the IDM for the inclusion of new
products in the list
Build relationships with and manage Key Opinion Leaders (KOLs) and key customers
Implement product promotion campaigns for new & existing products for the district
Provide inputs to the marketing team for articulation of the marketing strategy
Coordinate with the CFA and internal distribution teams to ensure product availability in the district
Supervise planning and organizing of Continuing Medical Education (CME) programs with help from HODs,
Consultants and administration department of hospitals
Responsible for the recruitment and appointment of PS, Sr. PS and PE in the region in coordination with the Field
Maximise productivity of the team through efficient decision making and delegation of authority
Set out targets and objectives jointly with each team member
Appraise performance on the achievement of targets against predefined objectives and recommend career progression
Accompany the team for calls with medical practitioners, retailers or hospital to help build their self-confidence and
sharpen their skills
Responsible for creation of Individual Development Plans for the reportees at the beginning of every year and follow
up with them frequently. Provide them with the requisite assistance to enable their development as per the plan
Ensure subordinate development through performance monitoring, periodical counseling, guiding and coaching.
Assist the Field Training Manager in identification of training needs for the field force in the district
Ensure imparting of product and selling skills training for team members
Provide guidance to the team with respect to company procedures, policies and guidelines
Act as the custodian of all compliance related matters for the district
Demonstrate and promote global values in all interactions.
Demonstrate leadership behaviors
Ensure achievement of Sales budgets for the assigned geographical area
Regulate the acceptance and execute orders within the authorized limit
Ensure that customer dues are collected in accordance with credit terms & outstanding are kept to the bare minimum
Ensure proper utilization of product samples, detailing aids and other promotional material.
Ensure budget control and adherence for the area
Ensure proper accounting and reporting of expenses.