Area Business Manager || GI Prospera || Jaipur

Abbott

8d•Remote

About The Position

The Area Business Manager is responsible for business building within their assigned region, including preparing beat plans, allocating targets, and driving secondary sales. They will also focus on the induction and onboarding of Territory Business Managers (TBMs), providing strategic input for territory planning, and identifying stockists through established processes. The role involves managing sales of Abbott products to achieve defined targets, controlling the sales operating budget, and ensuring the 100% implementation of marketing strategies and campaigns. Demand fulfillment is critical, requiring strong planning and forecasting skills, coordination with CFAs and stockists for optimal inventory, and ensuring supply chain efficiency. People leadership is a key aspect, involving training and developing TBMs, supervising, motivating, and reviewing their performance. The manager will also build relationships with opinion leaders and key customers, ensure all personnel have appropriate training, and comply with their own training requirements. Distribution of products must be achieved by sales representatives in assigned towns, and trade promotion activities must be planned. Compliance with company requirements on sales force parameters like call average, coverage, and knowledge scores is essential. The Area Business Manager acts as a company representative, building its reputation and leading by example in adhering to the Abbott Code of Business Conduct, FCPA, Pharmacovigilance, financial systems, and statutory norms. They must demonstrate professional behavior aligned with Abbott Values, ensure high customer service, manage customer and resource attrition, and execute division and business strategies. Participation in strategy meetings, doctor meets, workshops, and training programs is also required.

Requirements

Minimum qualification required is Graduation.
Minimum 5 years of prior experience in vaccine business.
Minimum 2 years in a Supervisory role.
Should have handled brand launches and their subsequent stages.
Excellent planning and operational skills.
Good communication skills.
Should be fluent in the local language of the area/territory.
Good Computer knowledge.
Knowledge of MS Office applications such as Word, Excel, Powerpoint, Email writing.
Problem Solving Skills
Supervisory Skills
Self Motivation
Result Orientation
Capable of independently generating sales if required
High Initiative

Nice To Haves

MBA/PG Diploma in Sales & Marketing/Business Management would be a plus.
Preferred Age: 35-40 years
Thorough knowledge of the territory where the incumbent would be placed (this is not a must, but would be a plus).
In case he has not worked in the assigned territory earlier, should be able to adapt and learn quickly.
Should be open to relocation as per Abbott requirement.
Ability to communicate fluently in English is desirable.

Responsibilities

Prepare a beat plan for the region and allocate targets and inputs accordingly, monitoring progress and driving secondary sales.
Ease induction and onboarding of Territory Business Managers.
Provide strategic input to target planning for the territory, long-term vision, and ambition.
Identify and follow established processes and SOPs to appoint stockists.
Carry out sales management of Abbott products in assigned territories and achieve defined sales targets.
Maintain control of the sales operating budget for the respective region.
Direct sales activities to ensure short and long-range sales volumes and projections are achieved.
Understand and implement marketing strategies and campaigns, including CMEs and camps, in the region.
Carry out promotion and BTL activities of the Company in the assigned territory.
Plan and forecast for the area to ensure demand fulfillment.
Coordinate with CFAs, stockists, etc., to maintain optimum inventory and meet demand.
Ensure supply chain efficiency in the region, including stockist management, stock availability, and reduction in expiry.
Train and develop the knowledge and skills of TBMs and build their competencies.
Supervise, control, review, motivate, and train TBMs to achieve company objectives.
Build relationships with opinion leaders and stockists in the area and evaluate important customers.
Ensure all assigned personnel have appropriate training and qualification.
Comply with own training requirements.
Ensure distribution of Abbott products by sales representatives in all assigned towns.
Plan trade promotion activities.
Ensure TBMs comply with company requirements on sales force parameters.
Build the company's reputation in the area and practice and lead direct reportees by setting an example of excellence.
Lead and execute strict adherence to Abbott Code of Business Conduct.
Set examples on implementation of the code of business conduct, FCPA, and Pharmacovigilance.
Ensure conformation to all financial and administration systems, compliance to statutory and regulatory norms.
Demonstrate and promote professional behavior in line with Abbott Values.
Ensure high level of customer service and manage difficult customer situations.
Ensure compliance with internal and external guidelines and minimize comments in audits.
Ensure transactions and orders are processed with a high level of accuracy and commitment.
Manage attrition of customer and resource bases.
Execute division and business strategy.
Attend and participate in Strategy meetings, briefing sessions, doctor meets, workshops, training programmes, and other company programs.