Assistant General Manager -PAN India Excipients

JOB DESCRIPTION

AGM – SALES & MARKETING DOMESTIC BUSINESS

Company: Nitika Pharmaceuticals Specialities Pvt. Ltd.
Position: AGM – Sales & Marketing – Domestic Division
Location: Nagpur, Maharashtra
Reporting To: Managing Director
Experience: 10+ Years
Qualification: B.Sc. / B.Pharm / M.Pharm / MBA (Sales & Marketing preferred)
Industry: Pharmaceutical Excipients

Market: PAN India – Domestic Business

POSITION PURPOSE

KEY RESPONSIBILITIES

• PAN-India Business Ownership

· Take complete ownership of the Domestic Sales & Marketing Business across India.

· Drive achievement of monthly, quarterly and annual domestic sales targets.

· Develop and execute PAN-India sales strategies aligned with company business objectives.

· Prepare annual business plans, sales forecasts and growth strategies.

· Monitor region-wise, state-wise and ABM-wise business performance.

· Identify business gaps and implement corrective actions.

• ABM Team Management

· Manage, guide and mentor all Area Business Managers (ABMs) across PAN India.

· All ABMs will be functionally aligned with the AGM for business performance and execution.

· Review individual ABM targets, achievements, pipeline and customer development.

· Conduct regular performance reviews with ABMs.

· Guide ABMs on customer acquisition, conversion, retention and business development.

· Support ABMs in difficult negotiations and strategic customer discussions.

· Build a high-performance sales culture within the team.

· Identify capability gaps and recommend training/development interventions.

Team Size: Minimum 5–7+ ABMs / Sales Team Members.

• Prime & Non-Prime Market Development

· Drive business development across both Prime and Non-Prime markets.

· Develop separate strategies for key/prime accounts and emerging/non-prime markets.

· Identify untapped territories, customers and applications.

· Increase customer penetration and wallet share.

· Develop strategies for new product/customer acquisition.

· Monitor conversion of leads and nurtured opportunities into business.

• Pharmaceutical Excipients Business Development

Strong experience in Domestic Pharmaceutical Excipients is mandatory.

The candidate should have strong knowledge and commercial exposure to:

· Microcrystalline Cellulose (MCC)

· Magnesium Stearate

· Sodium Stearyl Fumarate (SSF)

The candidate should understand the application, customer requirement, competitive positioning and commercial aspects of pharmaceutical excipients.

• Key Account & Customer Management

· Personally manage and develop important/key customers.

· Visit major pharmaceutical companies and strategic accounts across India.

· Build strong relationships with Purchase, R&D, Formulation, QA, Production and other relevant stakeholders.

· Participate in customer meetings, negotiations and business reviews.

· Resolve critical customer issues in coordination with internal teams.

· Develop long-term strategic customer relationships.

· Identify opportunities for cross-selling and increasing business share.

• PAN-India Market Visits

The AGM will be required to undertake regular PAN-India travel.

Responsibilities will include:

· Accompanying ABMs in respective territories.

· Visiting key and potential customers.

· Reviewing territory performance.

· Conducting market surveys.

· Understanding competitor activity.

· Identifying new business opportunities.

· Supporting ABMs in major customer negotiations.

· Reviewing Prime and Non-Prime market performance.

• Market Intelligence & Competition Analysis

· Gather PAN-India market intelligence.

· Monitor competitor products, pricing, positioning and customer strategies.

· Identify market trends and emerging opportunities.

· Analyse customer requirements and changing market conditions.

· Provide strategic market inputs to the MD.

· Develop strategies to improve market share.

• Sales MIS & Business Review

· Review daily/weekly/monthly sales MIS from ABMs.

· Monitor:

o Target vs. Achievement

o Customer Addition

o Customer Conversion

o New Business

o Existing Business

o Product-wise Sales

o Region-wise Sales

o Pipeline

o Outstanding Business Opportunities

o Prime vs. Non-Prime Business

· Conduct regular sales review meetings.

· Present business performance and action plans to the MD.

• Business Planning & Strategy

· Prepare PAN-India sales plans.

· Develop region-wise and product-wise growth strategies.

· Set ABM-wise targets.

· Identify high-potential territories and customers.

· Prepare strategies for business expansion.

· Develop plans for increasing customer retention and repeat business.

· Translate company objectives into actionable sales plans.

• Lead Nurturing & Conversion

· Monitor the complete lead-to-business conversion process.

· Review nurtured leads and opportunity pipelines.

· Ensure systematic follow-up by ABMs.

· Identify reasons for lost opportunities.

· Develop strategies to convert high-value opportunities into business.

· Track customer sampling, trials and commercial conversion.

• Cross-Functional Coordination

Work closely with:

· MD / Management

· Sales & Marketing

· Technical Sales

· Customer Technical Support

· R&D

· QA/QC

· Production

· Supply Chain

· Logistics

· Finance

· Regulatory

to ensure smooth execution of customer requirements and business commitments.

IDEAL CANDIDATE PROFILE

The ideal candidate should be a strong PAN-India Pharma Excipients Sales Leader who has successfully managed a team of ABMs and personally driven business development across multiple regions.

The candidate should be capable of moving between strategy and execution—from setting PAN-India business plans with the MD to travelling with ABMs, meeting customers, resolving commercial issues and closing high-value business opportunities.

The person should be:

Strategic + Commercially Strong + Customer-Focused + Target-Oriented + Strong Team Leader + Excellent Communicator + High on Ownership

Critical Hiring Requirement

Candidates without significant PAN-India Domestic Pharmaceutical Excipients Sales experience should not be considered for this position.