Reporting To :Managing Director & Chief Executive Officer

Location:

Kochi (Head Office). The role requires extensive travel across Kerala and regular interaction with customers, institutions and field sales teams throughout the state.

Compensation

- Attractive Variable Pay / Performance Incentive linked to achievement of agreed business objectives and KPIs.

Candidate Profile

The ideal candidate should possess:

- Graduate in Pharmacy, Life Sciences or any other relevant discipline. MBA (Marketing) will be preferred.
- 12-15 years of total experience, with a minimum of 10 years in pharmaceutical sales and marketing.
- Should have handled state-level sales responsibility for Kerala in a reputed pharmaceutical company.
- Proven experience in managing large field sales teams and distributor networks.
- Strong relationships with leading pharmaceutical distributors, retail pharmacy chains, hospitals, institutions and key opinion making customers across Kerala.
- Demonstrated capability in driving business growth, improving market penetration and managing large sales territories.
- Strong analytical, leadership, communication and negotiation skills.

Role Summary

The Business Development Manager will be responsible for driving the overall business development and sales growth initiatives of MPC Pharma Group across Kerala. The primary objective of the role is to strengthen the Groups market position by expanding customer reach, improving sales productivity, developing institutional business, increasing customer penetration and ensuring close coordination between Sales, Operations, Supply Chain and Finance.

The role requires a business leader capable of converting market opportunities into sustainable revenue growth while establishing disciplined sales processes and performance management systems.





Key Responsibilities

Business Development & Market Expansion

- Develop and execute strategies for expanding the Groups business across Kerala.
- Identify new markets, new customers and growth opportunities.
- Develop district-wise business development plans and monitor implementation.
- Identify opportunities for expanding product representation and strengthening relationships with pharmaceutical companies.

Sales Leadership

- Coordinate and guide the internal and external sales teams across the Group.
- Establish sales targets at state, district and territory levels.
- Monitor achievement against targets and initiate corrective actions wherever necessary.
- Conduct periodic business reviews with the sales teams.

Institutional & Key Account Development

- Lead business development initiatives with:
- Large pharmacy chains o Hospital groups o Key retail accounts
- Build long-term strategic relationships with key customers and channel partners.

Sales Operations & Performance

- Work closely with the Operations and Procurement teams to improve:
- o Product availability
- o Sales fill rate
- o Order fulfilment
- o Service levels
- o Customer satisfaction
- Ensure that operational constraints do not adversely impact business growth.

Credit Management

- Coordinate with Finance and Operations teams to ensure healthy customer credit discipline.




- Monitor overdue receivables and support timely collections.
- Balance sales growth with prudent credit management.

Sales Processes & MIS

- Develop structured sales MIS and business dashboards.
- Monitor key business parameters
- Establish standard operating procedures, review mechanisms and performance monitoring systems for the sales organisation.

Strategic Initiatives

Support strategic initiatives including:

- Integration of acquired businesses into the Groups sales network.
- Expansion into recent customer segments and markets.
- Improvement of customer experience and service standards.
- Digital transformation of sales processes.
- Any other responsibilities assigned by the Management from time to time.

Key Result Areas (KRA)

1. Business growth across Kerala.
2. Achievement of annual sales and gross margin targets.
3. Growth in institutional and key account business.
4. Improvement in billing ratio and range selling.
5. Improvement in sales fill rate through effective coordination with Operations.
6. Reduction in sales loss due to stock-outs.
7. Expansion of active customer base and improved customer retention.
8. Improvement in receivable quality and credit discipline.
9. Development of structured sales MIS and performance review systems.
10. Successful commercial integration of newly acquired businesses.

Key Performance Indicators (KPIs)

- Achievement of sales targets.
- Revenue growth.
- Growth in active customer base.
- Billing ratio.
- Average bill value.
- Range selling index.
- Institutional business acquired.
- Sales fill rate.
- Sales lost due to stock-outs.
- Customer retention.
- Collection efficiency and debtor ageing.
- Gross margin improvement.
- Timeliness and quality of sales MIS and review reports.

📌 Business Development Manager (Kerala)
🏢 MPC PHARMA
📍 Kerala