Role Objective:

The incumbent will be responsible for achieving area sales targets by leading and developing a team of Field Officers, strengthening customer (KOLs, doctors, chemists) relationships, ensuring product and market development, and driving effective implementation of marketing strategies in the assigned area.

Principal Tasks & Responsibilities

1. Sales & Business Achievement
• Achieve monthly and annual sales targets for the area.
• Drive brand-wise target achievement, especially for focus/thrust brands.
• Ensure each FO achieves territory targets and maximize team productivity.
• Improve business hygiene by minimizing returns and expiries.
• Ensure accurate forecasting for smooth product availability and distribution.
• Coordinate with distributors/C&F; for effective supply management.
• Ensure timely collection and achievement of receivable targets.

2. Customer & KOL Development
• Develop and manage brand-specific core customers and KOLs.
• Ensure team maintains Dr Call Average of 12 and minimum 95% MCR coverage.




• Strengthen relationships with KOLs through regular personal visits.
• Track KOL contribution and implement corrective actions where required.
• Support strategic alliance programs to maximize ROI from key accounts.

3. Product & Market Development
• Identify core customers for each key product and enhance their contribution.
• Monitor product performance and address business gaps proactively.
• Expand market coverage and identify recent growth opportunities.

4. Team Leadership & Development
• Lead, coach, and motivate Field Officers to improve in-clinic effectiveness.
• Conduct joint field work to enhance product knowledge and selling skills.
• Ensure right customer, right product, and right frequency approach.
• Maintain discipline in business processes and reporting systems.
• Drive teamwork, engagement, and retention within the team.
• Plan manpower requirements and fill vacancies in a timely manner.

5. Marketing Program Implementation

📌 Area Business Manager (Varanasi)
🏢 Cadila Pharmaceuticals
📍 Varanasi