Area Manager- Institutional: Regional Business Manager

About the Company

Responsibilities

• ● Lead and coach the team to achieve sales, productivity and performance targets through strong in-field coaching, call planning and disciplined execution.
• ● Drive business growth for innovative, concept-driven brands across government and institutional healthcare accounts by developing and executing strategic account plans.
• ● Navigate the complex Indian public healthcare ecosystem, including Central and State Government institutions, CGHS, ESIC, Defence, Railways, leading government medical colleges, to optimize brand access and utilization.
• ● Build and strengthen advocacy among key healthcare professionals, institutional decision-makers, and opinion leaders through scientific engagement and evidence-based value discussions.
• ● Facilitate inclusion and sustained utilization of company brands within institutional formularies, treatment protocols, and clinical pathways through compliant stakeholder engagement.
• ● Map and engage key stakeholders across institutional accounts, including department heads, formulary committee members, procurement authorities, pharmacists, administrators, and clinical influencers.
• ● Identify access barriers impacting patient availability and collaborate with cross-functional teams to develop solutions that improve institutional adoption and patient access.
• ● Track institutional business performance, analyze account trends, and implement corrective actions to achieve short-term targets and long-term strategic objectives.
• ● Create and execute regional/territory business plans aligned to brand strategy (targeting, coverage, quarterly priorities, cycle plans) and review progress through regular business reviews.
• ● Use sales and prescription insights, analytics and market intelligence to optimize targeting, improve call effectiveness and implement timely corrective actions.
• ● Ensure brand plan execution and KPI governance (coverage, call quality, demand drivers, availability) and manage risks across competition, access and supply.
• ● Operate within company policies and ethical codes
• ● Partner with Marketing, Medical, Value & Access and Supply to deliver regional initiatives, resolve customer issues and improve patient access where applicable.
• ● Build team capability through structured coaching (joint work, role plays, feedback), onboarding, performance reviews and talent development/succession planning.
• ● Own forecasting and business hygiene: accurate outlook, budget/expense discipline, and timely reporting/documentation.
• ● Work with distribution/trade partners to ensure availability, primary-secondary alignment and stock/expiry risk control in priority channels.
• ● Drive omnichannel execution and ensure data quality, privacy and use of approved content.
• ● Continuously track competition and guideline/evidence updates and translate insights into local actions to protect and grow share. Essential Requirements:
• ● Bachelor's degree (Life Sciences/Pharmacy/Business or related).
• ● MBA/PGDM preferred.

Requirements

• ● , Complexity Management, Leadership, Mentorship, Professional Ethics