Area Business Manager (ABM) – North Region | Pharma Excipients

Position:

Area Business Manager (ABM) – North Region

Department:

Sales & Marketing

Location:

Delhi / NCR – Base Location

Reporting To:

Business Head / AGM – Domestic Sales

Territory:

North India – Delhi NCR, Haryana, Punjab, Himachal Pradesh, Uttarakhand, Rajasthan, Uttar Pradesh and other assigned North India markets

Industry:

Pharmaceutical Excipients / Pharmaceutical Ingredients

1. Business Development

- Develop and execute the business development strategy for Pharma Excipients across the assigned North India territory.

- Identify new pharmaceutical manufacturers, formulators, CDMOs, contract manufacturers and other potential customers.

- Generate recent leads and convert prospects into regular business.

- Develop new customers and expand business with existing key accounts.

- Build a strong pipeline of NPD, trial, approval and commercial opportunities.

- Achieve monthly, quarterly and annual sales targets.

2. Key Account Management

- Develop and maintain strong relationships with key pharmaceutical customers.

- Establish relationships with Purchase, R&D;, Formulation, QA, Production, Supply Chain and senior management.

- Understand customer requirements, upcoming projects, NPDs and formulation requirements.

- Conduct regular customer visits and business review meetings.

- Develop long-term strategic relationships with major accounts.

3. Product Sampling & Approval

- Identify opportunities for introducing Nitika's excipient products into customer formulations.

- Coordinate product sampling and customer trials.

- Follow up with R&D;/Formulation/QA teams for product evaluation and approval.

- Track the complete product approval cycle from sample → trial → qualification → commercial approval → first order → repeat business.

- Coordinate with internal Technical, R&D; and QA teams for customer technical queries.

4. Pharma Excipients Sales

- Promote and develop business for Nitika's Pharma Excipients portfolio.

- Develop a strong understanding of product applications, specifications and customer requirements.

- Understand customer formulation requirements and identify suitable product opportunities.

- Conduct product presentations and technical-commercial discussions with customers.

- Support customers during product evaluation, trials and commercialization.

5. Market Development

- Map pharmaceutical clusters and potential customers across North India.





- Develop a database of pharmaceutical manufacturers, formulators and decision-makers.

- Identify new market opportunities, applications and customer segments.

- Monitor competitor products, pricing, customer preferences and market activities.

- Provide regular market intelligence to the management.

6. Sales Planning & Forecasting

- Prepare monthly, quarterly and annual territory business plans.

- Develop customer-wise and product-wise sales plans.

- Maintain accurate sales forecasts and opportunity pipelines.

- Track actual sales against targets and take corrective actions.

- Identify gaps in business performance and develop action plans.

7. Commercial & Collection Management

- Follow up on quotations, purchase orders and commercial negotiations.

- Ensure timely conversion of enquiries into orders.

- Monitor customer outstanding and coordinate timely payment collection.

- Maintain commercial discipline in assigned accounts.

- Coordinate with Finance and Commercial teams for customer-related issues.

8. Customer Complaint & Service Coordination

- Act as the primary business contact for assigned customers.

- Coordinate customer complaints with QA, Technical, Production and Dispatch teams.

- Ensure timely resolution of customer issues.

- Maintain strong customer satisfaction and retention.

- Track complaints until closure.

9. Cross-Functional Coordination

Coordinate with:

- R&D;

- QA

- Production

- Planning

- Commercial

- Finance

- Logistics

- Dispatch

- Technical Services

- Regulatory

to ensure smooth execution of customer requirements and timely deliveries.

10. Sales MIS & Reporting

- Prepare daily/weekly/monthly sales MIS.

- Submit customer visit reports and business development reports.

- Maintain enquiry and lead-generation records.

- Track sampling, trials, approvals and commercialization status.

- Prepare customer-wise sales analysis.

- Provide regular updates on competitors, market trends and business opportunities.

11. Customer Engagement

- Conduct regular customer meetings and business reviews.





- Participate in exhibitions, conferences, seminars and industry events.

- Develop relationships with senior decision-makers and technical teams.

- Represent Nitika Pharma professionally in the assigned market.

Target Customer Segments

The candidate will be responsible for developing business with:

- Pharmaceutical Manufacturers

- Formulation Companies

- CDMOs / Contract Manufacturers

- Pharmaceutical R&D; Centres

- Nutraceutical Manufacturers

- Healthcare Product Manufacturers

- Pharmaceutical Distributors / Strategic Channel Partners

- Other relevant B2B customers for Pharma Excipients

Preferred Customer Contacts

Candidates should be comfortable interacting with:

- Purchase Heads

- Procurement Managers

- R&D; Heads

- Formulation Scientists

- QA Heads

- Production Heads

- Supply Chain Heads

- Commercial Heads

- Plant Heads

- Directors / Promoters

Desired Candidate Profile

Experience

- 5–10 years of relevant experience in Pharma Sales / B2B Sales.

- Experience in Pharmaceutical Excipients / Pharmaceutical Ingredients / Specialty Chemicals is strongly preferred.

- Candidates with strong B2B sales experience with pharmaceutical manufacturers may also be considered.

- Proven experience in North India market development will be an advantage.

Educational Qualification

Preferred:

- B.Pharm / M.Pharm

- B.Sc. / M.Sc.

- MBA – Sales & Marketing

Other graduates with strong relevant Pharma Excipients sales experience may also be considered.

Must-Have Skills

- Strong Pharma Excipients / B2B sales understanding.

- Excellent communication and presentation skills.

- Strong customer relationship management.

- New business development capability.

- Strong negotiation and commercial skills.

- Customer mapping and decision-maker identification.

- Understanding of pharmaceutical R&D;/Formulation requirements.

- Product sampling and approval follow-up.

- Strong market intelligence and competitor analysis.

- Good Excel, PowerPoint and MIS skills.

- CRM experience will be an advantage.

- Strong follow-up and execution capability.

- Willingness to travel extensively across North India.

Preferred Market Exposure

Candidates having strong customer relationships and market exposure in:

- Delhi NCR

- Baddi

- Chandigarh

- Haryana

- Punjab

- Himachal Pradesh

- Uttarakhand

- Rajasthan

- Uttar Pradesh

📌 ABM- ROI (Delhi)
🏢 Nitika Pharmaceutical Specialities
📍 Delhi