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:

https://jobeax.com/link/SmU3RMsPtv68FpzI / https://jobeax.com/link/g8jPrtYeTViWKuvF
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

ABM- ROI

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