Key Responsibilities:

A. Sales & Business Development:

- Develop and implement zonal sales strategies aligned with company objectives.

- Achieve monthly, quarterly, and annual sales targets for the assigned territory.

- Break down targets into region-wise and territory-wise plans and monitor execution.

- Identify new business opportunities and expand market share across doctors, hospitals, and pharmacies.

- Ensure successful product launches and market penetration strategies.

B. Team Management & Leadership:

- Lead, motivate, and manage Regional Managers, ASMs, and Medical Representatives.

- Recruit, train, coach, and develop the sales team to improve performance.

- Conduct regular field visits/joint working and performance reviews.

- Build a high-performance and result-driven culture within the team.

C. Market & Customer Management:

- Build strong relationships with key doctors, KOLs, distributors, and stockists.

- Monitor competitor activities, pricing, and market trends to drive strategy.

- Plan and execute CMEs, promotional activities, and customer engagement programs.

D. Operations & Compliance:

- Ensure adherence to company policies, compliance norms, and ethical practices.

- Coordinate with marketing, supply chain, and head office for seamless execution.

- Manage inventory planning and ensure availability of products across the zone.

E. Brand Building & Brand Adoption:

- Drive brand building initiatives across the zone and ensure consistent brand adoption and execution across all RBM regions.

- Partner with Marketing and Regional Teams to enhance brand visibility, prescription generation, and the effectiveness of promotional campaigns.

- Monitor brand performance metrics and ensure disciplined implementation of brand strategies and customer engagement initiatives.

F. Talent Identification & Leadership Development:

- Identify high-potential talent across the zone and build a strong succession pipeline for future leadership roles.

- Coach, mentor, and develop RBMs, ABMs, and high-performing BEs to prepare them for higher responsibilities.

- Provide timely direction, constructive feedback, and performance improvement plans wherever required.

- Drive a culture of continuous learning, capability building, and leadership development across the zone by collaborating with the Training and L&D Team on a regular basis.

- Ensure implementation of Individual Development Plans (IDPs) and monitor progress of identified talent.

3. Key Result Areas:

- Sales target achievement (% vs plan)

- Market share growth

- Productivity per MR/ASM/RSM

- New product launch success

- Team attrition & retention

- Customer coverage and engagement

- Brand adoption and execution excellence across all RBM regions.

- Achievement of agreed Brand Adoption Scorecard and market share growth of focus brands across each RBM region.

- Leadership pipeline development and readiness of identified successors.

- Internal talent promotions and successful development of high-potential employees.

- Coaching effectiveness and capability enhancement across the zone.

The ZBM role is quite a comprehensive role where he performs multiple roles as a Business Leader, Brand Custodian, and Talent Builder, which is aligned with long-term organisational growth.

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