Area Business Manager (ABM) South Region | Pharma Excipients

Department: Sales & Marketing

Location: South India (Bangalore / Hyderabad / Chennai and other South India locations)

Reporting To: Business Head / AGM Domestic Sales

Territory: South India

Industry: Pharmaceutical Excipients / Pharmaceutical Ingredients

Job Description

1. Business Development

* Develop and execute business development strategies for Pharma Excipients across the assigned South India territory.

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

* Generate current leads and convert prospects into regular business.

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

* Build a strong pipeline of new product development (NPD), trials, approvals, and commercial opportunities.

* Achieve monthly, quarterly, and annual sales targets.

2. Key Account Management

* Develop and maintain strong relationships with key pharmaceutical customers.

* Build relationships with Purchase, R&D;, Formulation, QA, Production, Supply Chain, and senior management teams.

* 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 to introduce Pharma Excipients products into customer formulations.

* Coordinate product sampling and customer trials.

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

* Track the complete product approval cycle from sampling and trials to qualification, commercial approval, first order, and repeat business.

* Coordinate with internal Technical, R&D;, and QA teams to resolve customer technical queries.

4. Pharma Excipients Sales

* Promote and develop business for the company’s Pharma Excipients portfolio.

* Understand product applications, specifications, and customer requirements.

* Identify suitable product opportunities based on customer formulation requirements.

* Conduct product presentations and technical-commercial discussions.

* Support customers during product evaluation, trials, and commercialization.

5. Market Development





* Map pharmaceutical clusters and potential customers across South 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 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 prospect pipelines.

* Track actual sales against targets and take corrective actions.

* Identify business performance gaps 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 outstanding payments and coordinate timely collections.

* Maintain commercial discipline across assigned accounts.

* Coordinate with Finance and Commercial teams to resolve 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 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, and Regulatory teams to ensure smooth execution of customer requirements and timely deliveries.

10. Sales MIS & Reporting

* Prepare daily, weekly, and monthly sales MIS reports.

* Submit customer visit and business development reports.

* Maintain enquiry and lead-generation records.

* Track sampling, trials, approvals, and commercialization status.

* Prepare customer-wise sales analyses.





* 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.

* Build relationships with senior decision-makers and technical teams.

* Represent Our Pharma Company professionally in the assigned market.

Target Customer Segments

* 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

* 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, or Specialty Chemicals is strongly preferred.

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

* Experience in South India market development will be an advantage.

Educational Qualifications

* B.Pharm / M.Pharm

* B.Sc. / M.Sc.

* MBA in Sales & Marketing

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

Must-Have Skills

* Pharma Excipients / B2B Sales

* Business Development and New Customer Acquisition

* Key Account Management

* Territory Management

* Strong Communication and Presentation Skills

* Negotiation and Commercial Skills

* Customer Mapping and Decision-Maker Identification

* Understanding of Pharmaceutical R&D; / Formulation Requirements

* Product Sampling and Approval Follow-up

* Market Intelligence and Competitor Analysis

* Sales Forecasting and Planning

* Excel, PowerPoint, and MIS Reporting

* Strong Follow-up and Execution Skills

* Customer Relationship Management

CRM experience will be an advantage.

Additional Requirement: Willingness to travel extensively across South India.

📌 Area Business Manager (for Excipients)- South Region (Hyderabad)
🏢 Navlakha Management Services
📍 Hyderabad