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 recent pharmaceutical manufacturers, formulators, CDMOs, contract manufacturers and other potential customers.
• Generate new 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 robust 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 prospect 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 (India)
🏢 Nitika Pharmaceutical Specialities
📍 India