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