Ipca Laboratories Limited
Website:
ipca.com
Job details:
To drive profitable business growth across the assigned zone by developing and executing the zonal business strategy, leading RBMs/ABMs/TMs, strengthening dermatologist & KOL relationships, ensuring effective brand execution and building a high-performance sales organisation.
Key Responsibilities
1. Business & Sales Leadership
* Own the zonal sales target and deliver monthly, quarterly and annual objectives.
* Break down zonal targets into region/territory-wise actionable plans.
* Drive growth in sales, prescriptions, market share, PCPM and productivity.
* Identify new markets, customers and business opportunities.
* Monitor business performance and take timely corrective actions.
2. Team Leadership & People Development
* Lead, coach and mentor RBMs/TMs and field teams.
* Conduct regular joint field work and structured performance reviews.
* Improve team productivity, call quality, coverage and execution.
* Identify high-potential employees and develop the leadership pipeline.
* Drive recruitment, onboarding, training and retention of talent.
3. Dermatology & Cosmo Business Development
* Build strong relationships with leading Dermatologists, Aesthetic Physicians, KOLs and key clinics.
* Drive scientific and value-based product communication.
* Develop strategic accounts and high-potential customers.
* Identify emerging trends in Dermatology, Aesthetics and Cosmetology and convert them into business opportunities.
4. Brand & Launch Execution
* Ensure 100% execution of national brand strategies at the zonal level.
* Drive new product launches and ensure faster market penetration.
* Monitor brand adoption, prescription generation and customer engagement.
* Work closely with Marketing/Medical teams for CMEs, workshops, KOL programs and scientific initiatives.
* Ensure optimum utilization of promotional inputs, samples and marketing resources.
5. Market Intelligence
* Track competitor activities, pricing, product launches and promotional strategies.
* Provide actionable market feedback to NSM/Marketing.
* Identify gaps and opportunities across territories.
* Use sales data, prescription trends and market intelligence for business decisions.
6. Distribution & Business Operations
* Ensure adequate product availability across the zone.
* Monitor primary, secondary and tertiary sales alignment.
* Work closely with distribution teams to control stock-outs, expiry and inventory risks.
* Ensure timely forecasting and accurate business reporting.
* Maintain strong business hygiene and discipline.
7. Capability Building
* Conduct regular product, selling-skills and dermatology/cosmo training.
* Coach managers through joint working, role plays and field feedback.
* Build scientific selling capabilities across the team.
* Develop successors for critical leadership positions.
8. Compliance & Governance
* Ensure adherence to company policies, SOPs and ethical promotional practices.
* Maintain discipline in reporting, expenses, customer engagement and promotional activities.
* Ensure the team follows approved promotional and scientific communication.
Key Result Areas / KPIs
* Zonal Sales Achievement %
* Growth vs LY / Budget
* Market Share Growth
* PCPM & Team Productivity
* New Product Launch Achievement
* Prescription & Customer Growth
* KOL/Key Account Development
* Doctor Coverage & Call Quality
* Product Availability & Stock Health
* Team Retention & Vacancy Closure
* Manager/Team Capability Development
* Brand Adoption & Execution Score
* Expense & Budget Management
Ideal Candidate Profile
* Graduate in Science / Pharmacy / Life Sciences; MBA preferred.
* 10–16 years of pharmaceutical sales experience.
* Strong experience in Dermatology / Derma Cosmo / Aesthetics preferred.
* Minimum 3–5 years of team-management experience.
* Experience managing RBMs/ABMs/TMs across multiple geographies.
* Strong understanding of dermatologist/KOL engagement.
* Proven track record in achieving business targets and launching brands.
* Strong analytical, communication, negotiation and leadership skills.
* High field orientation and willingness to travel extensively.
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