Regional Business Manager - Cardiovascular Division

India Pharma People
  • Kolkata
  • Confidential
  • 10-20 years
  • 07 Oct 2015

  • Sales/ Business Development/ Account Management, Sales & Marketing

  • Pharmaceuticals/ Life Sciences/ Clinical Research, Hospitals/ Health Care
Job Description

The candidate who is presently working as a regional manager with any reputed pharma co. can apply for this position. Excellent experience in Cardio division and exposure to entire East is extremely essential. He should be a science or pharmacy graduate.


1. Strategic/ Policy

Monitors DMs distribution of targets to territories, product wise, and value wise for each key product with annual and monthly sales targets.

Prepares, in consultation with DMs, plans and targets for calls by PSOs on medical practitioners, wholesalers and chemists and ensures customer coverage in every territory is optimum and cost effective.

Organizes collection of market intelligence through systematic collection and analysis of data, statistics and information from the field and uses the same to recommend and/or redesign sales strategy to meet competition.
Closely monitors the account receivables to ensure that outstanding are collected from customers at an early date. Recommends necessary action, including stoppage of supplies and legal proceedings, against defaulters.
Assures that all regional sales staff receives appropriate product and selling skills training and possesses appropriate understanding of promotional guidelines and adverse event reporting procedures.

2. Operational

Studies the daily reports and market intelligence reports from PSOs and significant responses reported by the PSOs and provides feed back to DMs/PSOs regarding application of selling skills to handle doctors objections
Organize through District Managers and PSOs the preparation of detailed plans and schedules for travel/tour of DMs and PSOs.
Make personal calls on important customers to build up strong relationship as well as assesses the effectiveness of promotional strategy / promotional campaigns and makes suitable recommendations to HO as deemed fit.
Coordinate with Medical Research Department in updating information and data on pharma products for its dissemination to the field force.
Negotiate special prices for sale of Pharma products to hospitals and other institutions and for liquidation of short-dated stocks.
Renders assistance and coordinates with Medical Research Department in the conduct of Clinical trials for existing and new products. Keep MRD informed of the clinical trials conducted by competitors.
Coordinate with Marketing and Distribution Departments regarding promotional strategies, promotional aids and prompt delivery of products to customers.
Coordinates with local chapter of Indian Medical Association and other Medical Associations of Physicians & Surgeons etc for participating in Medical Symposia, Group Meetings.
Maintain contacts with eminent medical practitioners and opinion makers, wholesalers, hospital authorities, concerned government officers to promote goodwill and the Companys image.
Handle bank operations for the Region.

3. People

Demonstrates and promotes the organization's global value system in all interactions.
Demonstrates Leader Behaviors.
Sets out targets and objectives jointly for key positions.
Appraises performance on the achievement of targets against predefined objectives and recommends career progression decisions.
Actively focuses on subordinate development within the function.
Handles grievances and disciplinary issues in the Region in consultation with HO departments.

4. Financial

Ensures all product budgets are met.
Regulates the acceptance and execution of orders within the authorized limits and sees that the customer dues are collected in accordance with credit terms and outstanding are kept to the bare minimum.
Complies with all Commercial requirements of the Company.

5. Technology

Uses IT tools and integrated software for Business and MIS.
Identifies technology solutions for enabling better information availability.
Continuously evaluates technology developments for evaluating and adopting innovations in training.

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India Pharma People