ABM- ROI

Area Business Manager (ABM) – North Region | Pharma Excipients

Position:

Area Business Manager (ABM) – North Region

Department:

Sales & Marketing

Location:

Delhi / NCR – Base Location

Reporting To:

Business Head / AGM – Domestic Sales

Territory:

North India – Delhi NCR, Haryana, Punjab, Himachal Pradesh, Uttarakhand, Rajasthan, Uttar Pradesh and other assigned North India markets

Industry:

Pharmaceutical Excipients / Pharmaceutical Ingredients

1. Business Development

• Develop and execute the business development strategy for Pharma Excipients across the assigned North India territory.
• Identify new pharmaceutical manufacturers, formulators, CDMOs, contract manufacturers and other potential customers.
• Generate new leads and convert prospects into regular business.
• Develop new customers and expand business with existing key accounts.
• Build a strong pipeline of NPD, trial, approval and commercial opportunities.
• Achieve monthly, quarterly and annual sales targets.

2. Key Account Management

• Develop and maintain strong relationships with key pharmaceutical customers.
• Establish relationships with Purchase, R&D, Formulation, QA, Production, Supply Chain and senior management .
• Understand customer requirements, upcoming projects, NPDs and formulation requirements.
• Conduct regular customer visits and business review meetings.
• Develop long-term strategic relationships with major accounts.

3. Product Sampling & Approval

• Identify opportunities for introducing Nitika's excipient products into customer formulations.
• Coordinate product sampling and customer trials.
• Follow up with R&D/Formulation/QA teams for product evaluation and approval.
• Track the complete product approval cycle from sample → trial → qualification → commercial approval → first order → repeat business .
• Coordinate with internal Technical, R&D and QA teams for customer technical queries.

4. Pharma Excipients Sales

• Promote and develop business for Nitika's Pharma Excipients portfolio.
• Develop a strong understanding of product applications, specifications and customer requirements.
• Understand customer formulation requirements and identify suitable product opportunities.
• Conduct product presentations and technical-commercial discussions with customers.
• Support customers during product evaluation, trials and commercialization.

5. Market Development

• Map pharmaceutical clusters and potential customers across North India.
• Develop a database of pharmaceutical manufacturers, formulators and decision-makers.
• Identify new market opportunities, applications and customer segments.
• Monitor competitor products, pricing, customer preferences and market activities.
• Provide regular market intelligence to the management.

6. Sales Planning & Forecasting

• Prepare monthly, quarterly and annual territory business plans.
• Develop customer-wise and product-wise sales plans.
• Maintain accurate sales forecasts and opportunity pipelines.
• Track actual sales against targets and take corrective actions.
• Identify gaps in business performance and develop action plans.

7. Commercial & Collection Management

• Follow up on quotations, purchase orders and commercial negotiations.
• Ensure timely conversion of enquiries into orders.
• Monitor customer outstanding and coordinate timely payment collection.
• Maintain commercial discipline in assigned accounts.
• Coordinate with Finance and Commercial teams for customer-related issues.

8. Customer Complaint & Service Coordination

• Act as the primary business contact for assigned customers.
• Coordinate customer complaints with QA, Technical, Production and Dispatch teams.
• Ensure timely resolution of customer issues.
• Maintain strong customer satisfaction and retention.
• Track complaints until closure.

9. Cross-Functional Coordination

Coordinate with:

• R&D
• QA
• Production
• Planning
• Commercial
• Finance
• Logistics
• Dispatch
• Technical Services
• Regulatory

to ensure smooth execution of customer requirements and timely deliveries.

10. Sales MIS & Reporting

• Prepare daily/weekly/monthly sales MIS.
• Submit customer visit reports and business development reports.
• Maintain enquiry and lead-generation records.
• Track sampling, trials, approvals and commercialization status.
• Prepare customer-wise sales analysis.
• Provide regular updates on competitors, market trends and business opportunities.

11. Customer Engagement

• Conduct regular customer meetings and business reviews.
• Participate in exhibitions, conferences, seminars and industry events.
• Develop relationships with senior decision-makers and technical teams.
• Represent Nitika Pharma professionally in the assigned market.

Target Customer Segments

The candidate will be responsible for developing business with:

• Pharmaceutical Manufacturers
• Formulation Companies
• CDMOs / Contract Manufacturers
• Pharmaceutical R&D Centres
• Nutraceutical Manufacturers
• Healthcare Product Manufacturers
• Pharmaceutical Distributors / Strategic Channel Partners
• Other relevant B2B customers for Pharma Excipients

Preferred Customer Contacts

Candidates should be comfortable interacting with:

• Purchase Heads
• Procurement Managers
• R&D Heads
• Formulation Scientists
• QA Heads
• Production Heads
• Supply Chain Heads
• Commercial Heads
• Plant Heads
• Directors / Promoters

Desired Candidate Profile

Experience

• 5–10 years of relevant experience in Pharma Sales / B2B Sales.
• Experience in Pharmaceutical Excipients / Pharmaceutical Ingredients / Specialty Chemicals is strongly preferred.
• Candidates with strong B2B sales experience with pharmaceutical manufacturers may also be considered.
• Proven experience in North India market development will be an advantage.

Educational Qualification

Preferred:

• B.Pharm / M.Pharm
• B.Sc. / M.Sc.
• MBA – Sales & Marketing

Other graduates with strong relevant Pharma Excipients sales experience may also be considered.

Must-Have Skills

• Strong Pharma Excipients / B2B sales understanding.
• Excellent communication and presentation skills.
• Strong customer relationship management.
• New business development capability.
• Strong negotiation and commercial skills.
• Customer mapping and decision-maker identification.
• Understanding of pharmaceutical R&D/Formulation requirements.
• Product sampling and approval follow-up.
• Strong market intelligence and competitor analysis.
• Good Excel, PowerPoint and MIS skills.
• CRM experience will be an advantage.
• Strong follow-up and execution capability.
• Willingness to travel extensively across North India.

Preferred Market Exposure

Candidates having strong customer relationships and market exposure in:

• Delhi NCR
• Baddi
• Chandigarh
• Haryana
• Punjab
• Himachal Pradesh
• Uttarakhand
• Rajasthan
• Uttar Pradesh