To drive profitable business growth across the assigned zone by developing and executing the zonal business strategy, leading RBMs/ABMs/TMs, strengthening dermatologist & KOL relationships, ensuring effective brand execution and building a high-performance sales organisation.

Key Responsibilities

- Business & Sales Leadership

Own the zonal sales target and deliver monthly, quarterly and annual objectives.

Break down zonal targets into region/territory-wise actionable plans.

Drive growth in sales, prescriptions, market share, PCPM and productivity.

Identify new markets, customers and business opportunities.

Monitor business performance and take timely corrective actions.

- Team Leadership & People Development

Lead, coach and mentor RBMs/TMs and field teams.

Conduct regular joint field work and structured performance reviews.

Improve team productivity, call quality, coverage and execution.

Identify high-potential employees and develop the leadership pipeline.

Drive recruitment, onboarding, training and retention of talent.

- Dermatology & Cosmo Business Development

Build strong relationships with leading Dermatologists, Aesthetic Physicians, KOLs and key clinics.

Drive scientific and value-based product communication.

Develop strategic accounts and high-potential customers.

Identify emerging trends in Dermatology, Aesthetics and Cosmetology and convert them into business opportunities.

- Brand & Launch Execution

Ensure 100% execution of national brand strategies at the zonal level.

Drive current product launches and ensure faster market penetration.

Monitor brand adoption, prescription generation and customer engagement.

Work closely with Marketing/Medical teams for CMEs, workshops, KOL programs and scientific initiatives.

Ensure optimum utilization of promotional inputs, samples and marketing resources.

- Market Intelligence

Track competitor activities, pricing, product launches and promotional strategies.

Provide actionable market feedback to NSM/Marketing.





Identify gaps and opportunities across territories.

Use sales data, prescription trends and market intelligence for business decisions.

- Distribution & Business Operations

Ensure adequate product availability across the zone.

Monitor primary, secondary and tertiary sales alignment.

Work closely with distribution teams to control stock-outs, expiry and inventory risks.

Ensure timely forecasting and accurate business reporting.

Maintain strong business hygiene and discipline.

- Capability Building

Conduct regular product, selling-skills and dermatology/cosmo training.

Coach managers through joint working, role plays and field feedback.

Build scientific selling capabilities across the team.

Develop successors for critical leadership positions.

- Compliance & Governance

Ensure adherence to company policies, SOPs and ethical promotional practices.

Maintain discipline in reporting, expenses, customer engagement and promotional activities.

Ensure the team follows approved promotional and scientific communication.

Key Result Areas / KPIs

Zonal Sales Achievement %

Growth vs LY / Budget

Market Share Growth

PCPM & Team Productivity

New Product Launch Achievement

Prescription & Customer Growth

KOL/Key Account Development

Doctor Coverage & Call Quality

Product Availability & Stock Health

Team Retention & Vacancy Closure

Manager/Team Capability Development

Brand Adoption & Execution Score

Expense & Budget Management

Ideal Candidate Profile

Graduate in Science / Pharmacy / Life Sciences; MBA preferred.

10–16 years of pharmaceutical sales experience.

Strong experience in Dermatology / Derma Cosmo / Aesthetics preferred.

Minimum 3–5 years of team-management experience.

Experience managing RBMs/ABMs/TMs across multiple geographies.

Strong understanding of dermatologist/KOL engagement.

Proven track record in achieving business targets and launching brands.

Strong analytical, communication, negotiation and leadership skills.

- High field orientation and willingness to travel extensively.

📌 Zonal business manager (Kolkata)
🏢 Ipca Laboratories
📍 Kolkata