Territory Business Manager - Pharmaceutical Sales and Marketing

Territory Business Manager

Company Description

Dr. Reddy’s Laboratories Ltd. is a leading multinational pharmaceutical company based across global locations. Each of our 24,000 plus employees comes to work every day for one collective purpose: to accelerate access to affordable and innovative medicines because Good Health Can’t Wait.

We started in 1984 with a modest investment, 20 employees and a bold vision. Today, we have research and development centres, manufacturing facilities or a commercial presence in 66 countries.

For nearly four decades, we have stood for access, affordability and innovation based on the bedrock of deep science, progressive people practices and robust corporate governance. As the pharmaceutical industry evolves and undergoes disruption, we see an opportunity – to strengthen our core further (the next steps) and to build the future (the new bets).

‘The Next and the New’ is how we aim to continue to be the partner of choice – purpose-driven, future-ready and sustainable. Our aim is to reach over 1.5 Bn+ patients across the world by 2030 by growing our core businesses and building for the future with sustainability at the core of our purpose and strategy. Sustainability for us means operating in a manner that respects people, planet and purpose – helping us conserve precious resources, serve our patients, create value for stakeholders, give back to society, fulfil our potential and maintain our integrity and transparency

Dr Reddy’s maintains a work environment, free from discrimination and is an equal opportunity employer. We are committed to employ & nurture all qualified diverse workforce without regard to race, colour religion, nationality, sex, age, disability status, genetics, sexual orientation, gender expression, citizenship or any other characteristic or classification protected by applicable law(s) of the country we operate in. We treasure every talent, and recognize merit and diversity in our organization.

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Job Description

Roles & Responsibilities

• Prepare weekly and monthly plans for sales targets and ensure the implementation of input planners for ASMs.
• Validate doctors' potential, create doctor-product matrices, and oversee territory potential mapping by TMs/ASMs.
• Conduct weekly and monthly reviews with ASMs, attend TM reviews in critical HQs, and address low-performing areas through JCC and action plans.
• Enable ASMs to train TMs on communication, product strategies, and new launches while guiding them on effective customer engagement.
• Plan and execute medico-marketing activities, including organizing CMEs with SM approval and managing logistics like speakers and venues.
• Monitor process parameters like call coverage, visit frequency compliance, e-detailing, and RCPA, ensuring alignment with COBE guidelines.
• Maintain strong relationships with high-potential customers, address queries accurately and timely, and support relationship consolidation through JCC.
• Collaborate with cross-functional teams (SFE, SCM, GSA, PMT) to resolve operational issues and ensure effective process execution.

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Qualifications

Educational Qualification

Graduation in any discipline. Science/Pharmacy/MBA preferred.

Minimum Work Experience

8+ years overall experience. 3 years within pharma industry.

Skills & Attributes Functional Skills

• Channel Management
• Brand Strategy
• Key Opinion Leader Development
• Selling Techniques
• Sales Pipeline Management
• Trade Marketing

Resident Skills

• Budgeting
• Forecasting Management
• Data Analysis
• Market Intelligence
• Business Networking

Behavioural Skills

• Execution Discipline – Maintains precision and timeliness in tender documentation, MIS reporting, and financial tracking to uphold operational integrity.
• Stakeholder Collaboration – Coordinates effectively across teams to resolve discrepancies, align processes, and support goal achievement.
• Detail Orientation – Applies thoroughness in compliance validation, pricing analysis, and SOP adherence to ensure transparency and accountability.

Critical Exposures

• Led Rx business of revenue size of minimum USD 3 million or its geographical equivalent for a minimum of 2 areas in the country and/or could be in a KAM role in B2B pharma sales, managing revenues of minimum of USD 800K or its geographical equivalent.
• Must have exposure to multiple therapies.
• Exposure in brand/product management followed by minimum 1 year in an RSM role is preferred.
• Must have relevant in-country experience.

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Additional Information

Benefits Offered

At Dr. Reddy’s we actively help to catalyse your career growth and professional development through personalised learning programs.

The benefits you will enjoy at Dr. Reddy’s are on par with the best industry standards. They include, among other things and other essential equipment, joining & relocation support, family support (Maternity & Paternity benefits), learning and development opportunities, medical coverage for yourself and your family, life coverage for yourself.

" Our Work Culture

Ask any employee at Dr. Reddy’s why they come to work every day and they’ll say, because Good Health Can’t Wait. This is our credo as well as the guiding principle behind all our actions. We see healthcare solutions not only as scientific formulations, but as a means to help patients lead healthier lives, and we’re always attuned to the new and the next to empower people to stay fit. And to do this, we foster a culture of empathy and dynamism. People are at the core of our journey over the last few decades. They have been supported by an enabling environment that buoys individual ability while fostering teamwork and shared success. We believe that when people with diverse skills are bound together by a common purpose and value system, they can make magic.

For more details, please visit our career website at https://careers.drreddys.com/#!/"

Experience Level

Mid Level