DHPL | Job DescriptionRegional Business Manager (RBM) | MumbaiLocation: Mumbai, Maharashtra

Territory: Central & Western Mumbai

Department: Pharmaceutical Sales & Marketing

Reporting to: Zonal Business Manager

- Job ObjectiveTo drive profitable business growth across Central and Western Mumbai through sales achievement, doctor coverage, stockist development, collections, team productivity and expansion of DHPL's pharmaceutical distribution network.
- Key ResponsibilitiesA. Sales & Business Development

- Achieve monthly, quarterly and annual sales targets.
- Drive primary sales, secondary sales and net sales growth.
- Develop territory-wise business plans and product-wise sales strategies.
- Identify new business opportunities and underperforming territories.

B. Doctor & Market Coverage

- Ensure effective doctor coverage and prescription generation.
- Conduct joint fieldwork with ABMs and Medical Representatives.
- Develop relationships with doctors, chemists, hospitals and institutional buyers.
- Monitor doctor coverage, productive calls and new doctor activation.

C. Stockist & Distribution Management

- Appoint new stockists and expand retail distribution.
- Monitor stockist-wise sales, product availability, inventory and expiry.
- Reconcile primary dispatches with secondary sales.
- Improve stockist productivity and prevent stock-outs.

D. Collections & Financial Control

- Achieve monthly collection targets and reduce overdue outstanding.
- Review stockist ageing reports and payment commitments weekly.
- Coordinate with accounts for payment reconciliation and credit notes.
- Ensure adherence to approved credit limits, pricing and commercial policies.

E. Team Management

- Recruit, train and manage ABMs and Medical Representatives.
- Allocate HQs, territories,



doctor lists and stockist responsibilities.
- Conduct performance reviews, joint working and field coaching.
- Monitor attendance, tour plans, call productivity and reporting discipline.

F. Reporting & Compliance

- Submit monthly sales, collection, productivity and territory-expansion reports.
- Prepare rolling forecasts and corrective action plans.
- Control promotional expenditure and travel budgets.
- Ensure compliance with company SOPs and applicable pharmaceutical marketing regulations.

3. Candidate Profile
- Graduate in Pharmacy, Science or a relevant discipline; MBA preferred.
- Approximately 8–12 years of pharmaceutical sales experience, including team management.
- Proven record of target achievement and territory development.
- Strong knowledge of doctor coverage, stockist operations and collections.
- Valuable leadership, analytical, negotiation and communication skills.
- Proficiency in Excel and sales reporting; Marathi, Hindi and English preferred.

4. Authority & AccountabilityThe RBM may manage approved sales plans, field activities, coaching and territory allocation. Stockist credit approvals, exceptional discounts, write-offs and additional manpower must follow DHPL's approval matrix.
- First 90-Day Deliverables
1. Audit existing sales, stockists, doctors, collections and manpower.
2. Prepare separate Central and Western Mumbai territory plans.
3. Fill priority vacancies and establish clear HQ ownership.
4. Implement weekly sales and collection reviews.
5. Submit a three-month growth plan with targets, manpower requirements and measurable milestones.

- Overall expectation: Build a disciplined, productive and profitable Mumbai business unit with sustainable sales growth, strong collections and a capable field team.

📌 Regional Business Manager (Mumbai)
🏢 DEEPKAMAL HEALTH SERVICES PRIVATE
📍 Mumbai