Abbott India Limited is a subsidiary of Abbott Laboratories, USA, a global, iversified health care company devoted to the discovery, development, manufacture and marketing of pharmaceutical, diagnostic, nutritional and hospital products. The company now employs approximately 70,000 people and markets its products in 130 countries worldwide.
Post : Business Manager
Job Description:
- Plan and initiate timely recruitment of all Personnel in the regions ensuring complete manning
- Ensure that all new people who join the region are inducted and trained (on areas of scientific, product knowledge and detailing practice) well, and as per a pre-defined system
- Conduct and lead the communication meeting and ensure that the entire communication flows down appropriately right till all the MR/TBM level in the region.
- Set objectives for and coach the Area Business Managers to ensure that they meet their objectives.
- Appraise periodically, the individual performance of direct Reportees against agreed standards of performance, identify areas for improvement and implement training plans.
- Study all the appraisals sent by Area Business Managers and implement a fair and objective performance management system.
- Prepare developmental plans for Area Business Managers, and TBM/PSM’s) in consultation with HR and NSM, and ensure its implementation.
- Manage the aspirations of the entire Team in line with the career progression policy of the company and ensure that the employee turnover of reporting sales team and outsourced team is within acceptable limits.
- Maintain open communication with entire team and succeed in building and maintaining enthusiasm and a positive attitude in all of them
- Carry out timely disciplinary measures and separation procedures as appropriate within the company guidelines.
Coverage of Doctors and Pharmacies and Conversion Targets
- Define an overall Coverage Strategy for each of the Region and communicate it down the line.
- Study, approve and ensure implementation of systematic and cost effective coverage of Dr’s and Nursing home’s as per targets.
- Develop a strategy for New Product sales (Transferred brands) and drive business as per targets
- Set, monitor and ensure achievement of brand wise and area wise distribution targets for outlets under direct coverage and also analyze Town wise Growth.
- Study IMS /CMARK audit data on trends in number of Prescriptions and Precribers per Area for company and competitive brands and use the same for
- Lead development of innovative plans / programs in consultations with Marketing / Trade Marketing / NSM’s and in feedback from GPM’s.
- Build Strategies for Specialty wise Business development in consultation with NSM and Marketing and ensure effective implementation of the same for Business Objectives.
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Key Challenges
The role holder plans and initiates timely recruitment of all Personnel in the region ensuring complete staffing. S/he also manages the aspirations of the entire regional team in line with the career progression policy of the company and ensures that the employee turnover of the regional team is within acceptable limits. The challenge is to study, analyze, verify, all reports in the Region; and build a strategy long term and short term based on the data collated and implement it to the lowest level in the hierarchy till MR’s and PSMs. All in all the Key challenge is to maintain the Acceleration process of Abbott in his area and also bring fresh idea(s) so far as New Product Growth is concerned. Also most people are experienced and Unionized and need to explore their strengths and make most Productive work force.
Qualifications/Experience:
1. 10 + years of experience in Sales environment
2. Strong knowledge of field sales
3. Basic understanding of other functions, especially Marketing & Commercial
4. Preferred: Qualification- MBA (Sales and Marketing), Experience of handling East and South India markets
Additional Information:
Location: Bangalore , Karnataka
Education: MBA
Industry Type: Pharma/ Biotech/Clinical Research
Functional Area: Sales
Job ID: 30054503
End Date: 1st October 2017
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