Zonal Business Manager Hospital Care (Antiinfectives / Antibiotics)

Key Responsibilities

• Drive achievement of primary and secondary sales targets for the assigned zone.
• Lead, coach, mentor, and develop a high-performing sales team.
• Build strong relationships with Corporate Hospitals, Purchase Teams, KOLs, Intensivists, Infectious Disease Specialists, Microbiologists, Anaesthesiologists, and Critical Care Physicians.
• Develop strategic account plans for key institutions and corporate hospitals.
• Execute product launches and promotional campaigns effectively.
• Conduct regular field coaching, joint field work, and performance reviews.
• Analyze sales trends, competitor activities, and market opportunities to drive business growth.
• Collaborate with Marketing, Medical Affairs, Supply Chain, and Commercial teams.
• Ensure product availability across institutional accounts.
• Promote antibiotic stewardship and scientific engagement.
• Maintain compliance with company policies, SOPs, and industry regulations.

Educational Qualification

• B.Sc., B.Pharm, M.Pharm, BDS, MBBS, or any Life Sciences Graduate.
• MBA preferred.

Experience

• 10–15 years of pharmaceutical sales experience.
• Minimum 3–5 years as a Second-Line Manager (ZBM/RBM).
• Mandatory experience in Hospital Care, Anti-Infectives, Antibiotics, Critical Care, or ICU portfolio.
• Strong experience in handling Corporate Hospitals and Institutional Business.
• Proven experience in leading and developing high-performing sales teams.

Required Skills

• Strong leadership and people management skills.
• Team coaching, mentoring, and performance management.
• Strategic business planning and execution.
• Hospital and Institutional Sales Management.
• Key Account Management (Corporate Hospitals).
• KOL engagement and stakeholder management.
• Strong knowledge of Anti-Infectives, Antibiotics, and Critical Care therapy.
• Sales forecasting, territory planning, and business analytics.
• Excellent negotiation and influencing skills.
• Strong communication and presentation skills.
• Problem-solving and decision-making ability.
• Cross-functional collaboration.
• Financial and commercial acumen.
• Proficiency in Microsoft Excel, PowerPoint, CRM, and sales reporting tools.
• Ability to work in a dynamic and highly competitive environment.

Core Competencies

• Leadership
• Business Acumen
• Customer Focus
• Execution Excellence
• Strategic Thinking
• Coaching & Team Development
• Analytical Thinking
• Relationship Management
• Result Orientation
• Integrity & Compliance