AREA BUSINESS MANAGER JOB DESCRIPTION

An Area Business Manager in specialty pharma is accountable for a defined geography, not a product category, not a channel, but a mapped territory with named accounts and a quota attached to it. What this role demands is harder than it sounds: translating PhRMA-compliant promotional strategy into individual physician-level plans while navigating formulary access, buy-and-bill reimbursement structures, and the scrutiny of specialty pharmacy distribution. The ABM reports to a Regional Business Director and is measured against territory-level demand, not divisional revenue. Few field roles require fluency in both clinical science and managed markets simultaneously.

As the Area Business Manager, you own territory-level sales performance for a specialty pharmaceutical or biotech product, developing account-specific business plans and managing relationships with physicians, hospital pharmacies, and key opinion leaders to meet or exceed demand targets. You operate within a defined geographic territory, coordinating with Managed Markets, Medical Affairs, and Brand Marketing to ensure compliant pull-through of promotional strategy aligned to national sales objectives.

Career Impact: Field experience managing formulary access and buy-and-bill reimbursement in specialty pharma is among the most transferable and market-valued skill sets in life sciences commercial roles, and the ABM title is a recognized prerequisite for Regional Business Director candidacy.

Business Impact: When territory business plans translate into formulary wins and sustained physician engagement, patients in underserved markets gain access to treatments they would otherwise not receive, a measurable, attribution-clear outcome of this individual's daily work.

Growth Opportunity: ABMs who build depth in managed care navigation and clinical selling in high-science therapeutic areas such as neurology, oncology, or rare cardiovascular disease routinely advance into area leadership, national accounts, or commercial strategy roles within three to five years.

• Own territory sales performance against assigned quota, executing account-specific business plans aligned to national brand strategy.
• Establish relationships with targeted physicians, hospital pharmacists, nurses, and key opinion leaders to secure and maintain formulary positioning.
• Develop territory-level reimbursement support plans, including speaker programs and in-office educational initiatives, in full compliance with PhRMA guidelines.
• Monitor local and national managed markets conditions to communicate payer changes proactively to key accounts and internal stakeholders.
• Coordinate with cross-functional partners, including Managed Markets, Medical Affairs, and Marketing, to align pull-through tactics across the territory.
• Coach and guide any assigned direct reports or field colleagues on clinical selling approach, therapy knowledge, and territory business planning.
• Maintain accurate customer records and complete all administrative and reporting requirements within required timelines.
• Partner with Brand Marketing and regional peers to share market intelligence and refine account-level strategies across the area.

• Bachelor's degree in life sciences, business, or a related field, or equivalent work experience.
• 3 or more years of specialty pharmaceutical, biotech, or medical device sales experience, with a documented track record of meeting or exceeding quota.
• Demonstrated ability to navigate formulary access processes, including coalition-building across pharmacy, medical, and administrative stakeholders in hospital and ambulatory settings.
• Working knowledge of specialty reimbursement environments, including buy-and-bill, specialty pharmacy distribution, and managed care pull-through mechanics.
• Proven ability to translate clinical and scientific product information into compliant, compelling conversations with physicians, nurse practitioners, and pharmacists.
• Strong business acumen, including the ability to analyze territory data, build account-level plans, and adjust priorities as market conditions shift.
• Ability to work independently in a field-based role while maintaining consistent cross-functional communication and CRM discipline.

• Experience selling in neurology, oncology, rare disease, or cardiovascular therapy areas, where clinical complexity and small patient populations require tailored engagement strategies.
• Familiarity with hospital formulary processes, GPO structures, or IDN account management within a specialty sales context.
• Prior exposure to product launch execution, including pre-launch planning, market conditioning, and demand-generation activities in a competitive specialty market.
• Advanced degree (MBA or clinical credential such as RN, NP, or PA) that deepens both scientific credibility and commercial judgment in the field.

• Territory attainment percentage measures individual quota performance against demand targets each quarter.
• Formulary win rate across targeted hospital and ambulatory accounts, reflecting access-building effectiveness.
• Speaker program execution rate, measuring compliant promotional event delivery against the territory plan.
• New prescriber activation count per quarter, tracking how many previously inactive physicians wrote a first prescription.
• PhRMA compliance audit score, reflecting adherence to promotional guidelines across all field activities.
• Typical tools: CRM platform (commonly Veeva CRM); territory analytics (commonly Qlik or similar reporting dashboards)

• Base Salary Range: $95,000 to $140,000, depending on territory size and experience level
• Bonus: Annual performance bonus of 15 to 25% of base, tied to territory quota attainment
• Equity: Restricted stock units are common at mid-to-senior levels; less typical for field IC roles
• Health Benefits: Medical, dental, and vision coverage; employer contribution typically 70 to 80%
• PTO: 15 to 20 days annually; most employers include separate sick leave and company holidays
• Common Perks: Company car or car allowance, expense account, cell phone, laptop, and annual sales conference attendance

Figures are estimates based on general US market benchmarks and may be outdated. Adjust based on location, company size, and seniority level.

Background check completion, including drug screening where required by facility credentialing standards, is a condition of employment. Candidates must be authorized to work in the United States without employer sponsorship. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, veteran status, age, sexual orientation, gender identity, or any other characteristic protected under applicable federal, state, or local law. Reasonable accommodations are available to individuals with disabilities throughout the application and employment process upon request.

The Area Business Manager owns a geographically assigned oncology sales territory, developing and executing account-specific business plans while ensuring formulary access and EMR integration for promoted products. Working alongside oncologists, surgeons, pharmacists, and cross-functional internal teams, this role shapes reimbursement strategies and long-term key account relationships that directly advance commercial brand performance.

Key Responsibilities

• Achieve or exceed sales objectives in the assigned geography aligned to the overall commercial brand strategy.
• Analyze territory and account trends to develop and implement strategically targeted, account-specific territory business plans.
• Establish and maintain professional relationships with targeted opinion leaders, including oncologists, nurses, surgeons, anesthesiologists, pharmacists, and other critical medical staff.
• Ensure products are on formulary, embedded within EMR systems, and on appropriate protocols and standing orders to ensure accessibility and pull-through.
• Maintain updated working knowledge of relevant products, disease states, and competitor products to provide comprehensive clinical knowledge to customer contacts.
• Collaborate cross-functionally to strategize, implement, and manage contracts, and identify emerging trends that help shape future contracts and alternatives to the business model.
• Understand national and local reimbursement policies for the assigned region and communicate changes proactively to key accounts and internal stakeholders.
• Develop and implement special programs within the territory to maximize sales opportunities, including reimbursement tools, speaker programs, and symposia, partnering with cross-functional teams as appropriate.
• Lead cross-functional teams to develop long-term relationships with key accounts and stakeholders within the marketplace.
• Complete assigned administrative tasks, including customer records, in a timely, accurate, legible, and organized manner.
• Ensure compliance with corporate policies and procedures and applicable FDA, OIG, and PhRMA standards and requirements.

Required Qualifications

• BA or BS degree in a relevant field, or equivalent experience, is required.
• A minimum of 3 years of sales or account management experience in the pharmaceutical or medical device industry is required, with experience in the assigned territory or accounts highly preferred.
• Demonstrated superior selling skills and a proven track record of meeting or exceeding sales goals are required, with experience in contract implementation and management preferred.
• Demonstrated strong business skills to understand and analyze business and market drivers, and to develop, execute, and adjust business plans are required.
• Demonstrated skills in building and maintaining strong professional relationships with key customers, office staff, and other influential stakeholders are required, with experience working alongside physicians and staff in the operating room preferred.
• Demonstrated experience developing relationships with hospital pharmacies, including building a coalition across different groups to achieve formulary placement, is required.
• Demonstrated understanding of EMR, CPOE, ASC, and HOPD systems is required.
• Demonstrated in-depth knowledge of how to create a compelling and logical rationale for the value of products, and how to contrast, compare, and position products compliantly versus competition, is required.
• Ability to understand and articulate the oncology buy-and-bill and ASC bundled payment environment, including billing and reimbursement processes, is preferred.
• Knowledge and experience of the legal and compliance framework related to the pharmaceutical and biotech industries is preferred.
• Familiarity with Qlik and Veeva platforms is preferred.
• Excellent communication and interpersonal skills are required, along with strong problem-solving abilities and a well-organized, self-motivated approach with a sense of urgency.
• Ability to work effectively in a team-oriented, cross-functional environment while maintaining an entrepreneurial spirit, and to foster team effectiveness by sharing knowledge, experience, and information, is required.

Embedded within the sugarbeet seed division, the Sugarbeet Area Business Manager develops and sustains business relationships with current and potential customers through an independent sales channel, performing sales calls, face-to-face meetings, and traveling throughout the United States. Working closely with R&D, marketing, and independent sales team members, this role delivers brand marketing programs and drives sales performance outcomes that support the growth of the sugarbeet product portfolio.

Core Functions

• Coach and manage an independent sales team.
• Manage budgeting and forecasting, and drive sales performance.
• Collaborate with various functional groups to deliver high-quality products to customers.
• Maintain relationships with existing customers and key accounts through regular visits across the United States.
• Visit potential new customers to promote products.
• Develop brand marketing programs for individual customers.
• Assist in the implementation of marketing plans, including the strategic plan.
• Coordinate with the R&D department to plan for future varieties specific to customer needs.
• Participate in the development of new product needs and understand future customer needs.

Qualifications & Experience

• A bachelor's degree or higher in Agriculture or Business is required.
• A minimum of 4 years of similar experience in a sales management role is required.
• Knowledge and experience in the seed industry or allied industries are required.
• Knowledge of the sugarbeet industry is required.
• Proven ability to achieve sales quotas is required.
• Excellent verbal, written, listening, and interpersonal communication skills are required.
• Strong organizational, multi-tasking, prioritization, and follow-up skills with attention to detail are required.
• Comfort with new software and technology is required, with proficiency in Microsoft Office required.
• Flexibility and willingness to adapt to changing situational needs, along with a team-oriented approach and the ability to lead sales activities in a positive environment, are required.
• Willingness to travel as needed, approximately 20-30%, is required.

Reporting to sales leadership, the Area Business Manager leads all aspects of territory sales, market development, and strategic business planning for promoted specialty biotechnology or pharmaceutical products in the assigned region. Partnering with Account Management, Marketing, and other members of the Sales organization, this role drives pull-through strategies that achieve company sales objectives and expand customer commitment within the neurology market.

Primary Duties

• Leverage a deep understanding of each customer's environment to actively engage them with the intention of gaining commitment to utilize products.
• Meet and exceed annual sales goals that contribute to overall company objectives while acting in complete compliance with all applicable laws, regulations, and policies.
• Identify and allocate appropriate resources, track results against the plan over time, and adjust priorities and resources as customers and markets change during the performance period.
• Understand and maintain intimate knowledge of customer and market influences within the assigned territory.
• Develop specific plans of action to leverage this understanding as necessary to drive sales results.

Skills & Qualifications

• A bachelor's degree is required.
• A minimum of 3 years of sales experience in specialty biotechnology or pharmaceuticals is required.
• Neurology selling experience is highly preferred, with movement disorder experience a plus.
• A consistent, documented track record of selling success is required.
• Strong clinical selling skills and a strong level of business acumen are required.
• Strong analytical skills with attention to fiscal management are required.
• Ability to establish, develop, and maintain high-quality relationships with the customer base is required.
• Strong interpersonal and influencing leadership skills are required.
• Strong in-depth knowledge of specialty biotech and pharma in a managed care environment is required.

Sitting at the intersection of clinical science and specialty pharmaceutical sales, the Area Business Manager promotes an MS therapy portfolio, including an MS infusion therapy, to targeted healthcare providers within a highly competitive geographic territory. Operating across academic and community settings alongside Thought Leader Liaisons, Managed Markets, and Medical Field teams, this role executes launch strategies and customer-centric selling approaches that deliver on business unit demand targets for MS therapies.

Duties

• Educate targeted healthcare providers on the benefits of an assigned MS therapy within the assigned territory.
• Develop and communicate a deep scientific understanding of MS, assigned products, and competitive products within the MS marketplace.
• Cultivate and maintain long-term business relationships with key accounts and key opinion leaders within the MS community.
• Develop and implement a territory-specific business plan and utilise all available resources to foster a successful sales environment and deliver on business unit objectives.
• Effectively convey complex clinical and reimbursement product information to key stakeholders in a highly competitive marketplace.
• Execute a customer-centric, needs-based selling approach with targeted healthcare providers.
• Collaborate effectively with Thought Leader Liaisons, Business Relations Managers, Infusion Support Managers, Site Coordinators, Managed Markets, Medical Field, and home office teams as required.
• Conduct promotional programmes for both professional and patient audiences.
• Achieve and exceed assigned monthly, quarterly, and annual sales targets.
• Attend local, regional, and national meetings as directed.

Requirements

• BA/BS degree is required.
• A minimum of 5 years of industry sales experience in pharmaceutical, biotech, or medical device.
• 1-3 years of internal field experience with a relevant product.
• Minimum of 6 months in an internal Zone Business Associate role.
• 3 or more years of clinical neurology experience as an Advanced Registered Nurse Practitioner, Physician Assistant, Registered Nurse, or Neurodiagnostic Technologist is required.
• MS sales experience and/or experience selling to neurology is strongly preferred.
• Experience with infusion products or a buy-and-bill model is strongly preferred.
• Sales launch experience, understanding of the local managed markets environment, and pull-through experience are strongly preferred.
• Experience placing products on hospital formularies is strongly preferred.
• Demonstrated ability to learn and apply technical and scientific product-related information is required.
• Must have the ability to create and implement a business plan to achieve territory and business sales goals.
• Excellent verbal communication skills are required.
• Strong collaboration skills and proven ability to work across multiple functions are required.
• Demonstrated leadership experience is required.
• Experience conducting speaker programmes is required.
• Must reside within the geographic area of the assigned territory.
• Ability to travel to meetings, trainings, and programmes as necessary is required, with a valid driver's licence required.

A key member of the US Rare Cardiac Sales Leadership Team, the Area Business Manager leads Pfizer's Vyndamax sales efforts across the assigned area, supervising Rare Disease Senior Health & Science Specialists while shaping and executing compliant promotional strategies per approved indications. Collaborating across Brand Marketing, Planning, Regional Operations, and customer-facing field teams, this role builds the account engagement infrastructure and strategic business plans that sustain commercial success for Vyndamax in a complex rare cardiovascular market.

Functions

• Create a high-performing organisation through talent planning and career development.
• Develop a change-agile organisation to effectively and consistently deliver results in changing competitive, market, and economic landscapes.
• Actively partner with marketing leads and teams to shape brand and customer strategies and initiatives to drive demand and meet customer needs.
• Partner with Brand Marketing to help inform annual operating planning and tactical planning efforts and convey area customer needs to the brand and other headquarters teams to help identify and design new customer solutions.
• Develop area business objectives and define key performance metrics aligned to national sales and brand objectives.
• Develop and implement insight-driven, integrated, and compliant business plans at the area, territory, and account levels.
• Ensure sales forecast and operational budgets are achieved and support the implementation of the sales representative incentive compensation structure.
• Build a network of physicians and industry contacts to improve sales leads and successes.
• Lead account engagement and internal coordination for all customers within the area geography, manage resource allocation, and ensure appropriate cross-functional communication and coordination to meet local market needs.
• Lead the implementation of the area business plan, provide guidance and coaching to area team members to ensure alignment and seamless working across multiple geographies, and maintain required technical expertise to respond accurately to all questions from customers and representatives.
• Maintain in-depth understanding of current and emerging market and customer trends in order to coach brand messaging and engage with cross-functional teams to execute on brand pull-through opportunities.
• Partner with the Strategy and Operations Team to monitor area business performance down to the local market and account levels, implement processes to accelerate performance, develop and execute local market and account strategies, proactively analyse data to identify market trends, and represent the area at quarterly business reviews.
• Build and maintain a culture of trust and collaboration, promote appropriate execution and innovation, facilitate open and honest conversations with peers and leaders, and ensure effective and compliant utilisation of approved promotional materials and selling activities.

Experience & Qualifications

• A bachelor's degree is required.
• MBA or a relevant graduate degree is preferred.
• A minimum of 10 years of specialty pharmaceutical commercial experience, including sales leadership, is required.
• Rare disease and/or specialty cardiovascular experience and expertise are strongly preferred.
• A minimum of 3 years of successful District, Area, or Regional Manager experience is preferred.
• Product launch experience is preferred.
• Hospital sales experience is preferred.
• Demonstrated ability to think strategically and execute flawlessly to deliver results is required.
• Demonstrated ability to formulate, develop, write, communicate, and monitor the execution of business plans is required.
• Strong track record of collaborative and motivational leadership and internal stakeholder management skills is required.
• Strong analytical thinking and problem-solving skills are required.
• Successful track record of project management and leadership in cross-functional teams is required.
• Understanding of people dynamics and the ability to engage and motivate others is required.
• Enterprise thinking with the ability to anticipate consequences is required.

Successful launch of Cytokinetics' first commercial cardiovascular product depends on the Area Business Manager, who recruits, trains, and leads a team of Hospital Specialty Representatives and Community Specialty Representatives across Alabama, Mississippi, and Louisiana while building the inaugural go-to-market sales organization from the ground up. Based within the assigned geography and reporting to the Regional Business Director, this role fosters a science-based selling culture, optimizes business analytics, and builds key opinion leader relationships that drive brand adoption and revenue growth in both hospital and community care settings.

Accountabilities

• Hire, direct, support, develop, and lead a cardiovascular sales team, including Hospital Specialty Representatives and Community Specialty Representatives, to meet the evolving needs of customers and drive business results.
• Foster a culture of collaboration, teamwork, and excellence consistent with the mission and objectives of the organisation and its colleagues.
• Lead a successful first-to-market product launch while coaching and developing a team to meet or exceed company goals.
• Foster collaboration with internal partners and field teams to successfully execute in-person and virtual selling capabilities for an integrated field solution with select accounts.
• Lead the development and execution of an area business plan aligned with brand-identified launch strategies and tactics.
• Maintain in-depth understanding and proven ability to execute on patient access goals around payer mix, reimbursement programmes, and product distribution in the assigned region.
• Lead and model the use of available data resources to enable improved customer knowledge and engagement to achieve or exceed regional goals.
• Collaborate with the Regional Business Director and other Area Business Manager peers in strategic planning and provide market insights, trends, and competitive activity.
• Build, foster, and maintain relationships with key account decision makers, healthcare professionals, and influencers for enhanced customer engagement.
• Manage area operating budgets, resources, and expenses within guidelines and in accordance with responsible and compliant business practices.
• Provide consistent, timely, and accurate performance feedback to direct reports based on observing customer interactions, internal collaboration, and business results.
• Ensure that all activities are consistent with all applicable laws and regulations, and consistent with the organisation's culture of ethics and integrity.

Technical Qualifications

• Bachelor's degree is required.
• A Master's degree is a plus.
• A minimum of 10 years of biopharmaceutical industry and/or commercial field sales experience is required, with 5 or more years in the cardiovascular category, leading teams preferred.
• Proven team leader with a track record of team leadership success and the ability to develop and empower a team to exceed objectives in academic and community markets is required.
• Ability to present ideas to individuals and groups, creating and delivering impactful presentations tailored to the needs of the audience, is required.
• Proven success working within a life sciences company, demonstrating an entrepreneurial and innovative approach, is required.
• Strong interpersonal and cross-functional leadership skills to foster collaboration are required.
• Ability to travel up to 50% domestically is required, with a valid driver's licence required.
• An essential requirement of the position is to meet credentialing requirements for access to academic institutions, medical facilities, and organisations in the assigned region, including background checks, drug screens, and proof of immunisation and/or vaccinations.

As the Area Business Manager, this role manages all sales activities and leads company efforts to maintain and expand relationships with large, multi-location customers across FL, AL, MS, and LA, including Teaching Institutions, IDNs, GPOs, and Government accounts. The eye care sales organization relies on this work to meet and exceed territory quota, drive formulary pull-through, and develop field sales training that advances consultative selling capabilities across the assigned area.

Activities

• Manage sales direct to customers where appropriate and recommend tools and processes to enhance sales processes.
• Demonstrate thorough knowledge of eye care product lines, competitive products, and product objectives.
• Continuously analyse the assigned sales territory and develop a local business plan to increase sales objectives.
• Analyse each targeted physician and outline tactics, activities, and resources to be used with each one.
• Demonstrate the highest level of consultative selling by continually assessing customer knowledge and adjusting strategy to gain maximum customer support.
• Develop and deliver informative sales presentations and in-services based on customer needs and develop creative sales strategies to reach hard-to-see and hard-to-work accounts.
• Facilitate pull-through of marketing strategies and initiatives within the assigned area and collaborate with sales management to provide input on marketing and target customer strategies and the annual expense budget.
• Develop and deliver in-field sales training and, in collaboration with senior leadership, develop and present training to direct reports.
• Incorporate Managed Markets objectives into the region and effectively manage the activities of any assigned direct reports, serving as mentor and coach within the designated area.
• Establish cohesive partnerships with team members and affiliated companies, support management by taking a proactive posture with colleagues, and partner with sales management to establish new working relationships with key opinion leaders and decision makers to drive early adoption of products.
• Seek knowledge from expert resources, identify and utilise best practices in the territory, and recommend them to team members.

Position Requirements

• BA or BS degree is preferred, with a minimum of 5 years of medical sales experience in pharmaceuticals, medical devices, or other healthcare industry experience required.
• Ocular sales experience is preferred.
• Experienced in developing and executing effective territory sales and marketing programmes is required.
• Documented ability to develop and grow sales in a geographic territory is required.
• Must display strong leadership, good judgement, high ethics, respect for others, and integrity in all aspects of the role.
• Excellent communication skills, including verbal, presentation, and written, along with strong problem-solving skills, are required.
• Ability to professionally interact at all levels with healthcare providers is required.
• Must have excellent organisation, time management, and planning skills.
• Relationship initiation and building, maintaining extensive strong professional relationships, including with key opinion leaders and industry professionals, which can be leveraged to build the business, is required.
• Dedicated approach to follow-up and servicing of all customers is required.

Area Business Manager leads and develops a team of Territory Business Managers and Strategic Account Managers within the Zoetis US Petcare Division, directing business activities through solution coaching and strategic business planning to maximize sales performance across the designated geography. Success in the position means spending 75% of available time in field-coaching days, modeling Zoetis Core Beliefs, and delivering on key growth product objectives through talent development, new product launches, and resource coordination across the area.

Operational Focus

• Lead and develop all colleagues in the area based on position.
• Consistently demonstrate solution coaching capabilities.
• Direct the business activities and efforts of Territory Business Managers and Strategic Account Managers to meet objectives set forth by management.
• Attract, develop, evaluate, differentiate, and retain top talent through recruiting, hiring, ongoing coaching, and proactive and effective use of colleague development and performance management tools.
• Spend 75% of available time on field-coaching days to help Territory Business Managers and Strategic Account Managers meet performance objectives by strengthening their core capabilities and professional development.
• Meet or exceed sales objectives, including for key growth products, via development and coaching of area team members.
• Successfully led the launch of new products, services, and equipment.
• Develop annual strategic business plans, including demographics, economics, performance, potential, actionable items, tracking, and reporting for territories individually and the area overall.
• Coordinate and allocate marketing efforts in the area, balancing the needs of Strategic Account Managers and Territory Business Managers.
• Handle administrative and reporting duties, including operating expenses, performance management, and performance reviews.
• Attend and participate in new product launches and periodic regional and area sales meetings, and engage in special projects and other duties as assigned.

Knowledge, Skills & Abilities

• An undergraduate degree (BS/BA) is strongly preferred.
• A minimum of 3 years of people leadership or management experience is required for external talent.
• Animal health experience and knowledge of small animal veterinary medicine are required.
• Success in previous roles, including people leadership and creatively finding opportunities or solving problems to drive sales performance, is required.
• Excellent communication, interpersonal, business management, and computer skills are required.
• Ability to work in a cross-functional, team-based environment, align with and influence internal and external stakeholders, and build and manage relationships at all levels of an organisation is required.
• Uses analytics and insights to enhance decision-making and tactical execution across the area.
• Highly focused and results-oriented approach with the ability to identify goals and priorities and resolve issues in the initial stages is required.
• Demonstrated ability to work independently and in a close team environment is required.
• Ability and willingness to travel extensively, approximately 70-80%, to manage area personnel and business needs is required.

The Area Business Manager produces results across a crop protection sales portfolio by leading, coaching, and mentoring a team of field sales representatives toward meeting Indiana and Kentucky area sales goals, aligned with the overall crop science marketing strategy. Reporting to the Regional Business Lead and collaborating with pod and overlapping Area Business Manager peers, this role advances long-term retailer, distributor, and grower relationships while delivering the forecasting intelligence and business insights that drive regional performance.

Key Deliverables

• Lead, coach, and mentor direct reports to meet or exceed crop protection portfolio sales goals and drive supporting behaviours.
• Actively engage in the development of direct reports to support building the talent pipeline within the organisation.
• Develop strategic and innovative business plans with pod and overlapping Area Business Managers to optimise sales and growth for both the retailer or distributor and the grower, in alignment with the overall crop science marketing strategy.
• Identify areas of opportunity and develop strong, long-term relationships with peer Area Business Managers and top key accounts in the defined pod geography while collaborating with internal stakeholders.
• Serve as an integral part of the regional business leadership team and the area pod to drive collaborative team success, including mentoring and coaching peers as appropriate.
• Proactively and strategically work with various functions of the crop science organisation, including pod professionals, to ensure targets are met across marketing, product supply, sales, and market development.
• Proactively manage expenses, discretionary dollars, and programme payments per policy.
• Meet all reporting requirements on forecasting and provide marketplace intelligence, customer insights, and strategic business insights with recommendations to seize opportunities and address issues.
• Manage area claims per policy and process through effective problem-solving, execution, administration, and resource management.
• Ensure achievement of programme execution and fulfilment, including national and regional marketing initiatives.

Professional Experience

• Bachelor's degree is required.
• A Master's degree is preferred.
• A minimum of 10 years of experience in sales, marketing, account management, or agriculture is required, with sales or account management experience critical.
• Demonstrated knowledge of agricultural systems is preferred.
• Excellent demonstrated ability to coach others to drive results, including the ability to attract and develop talent, is required.
• Prior people manager experience or a history of demonstrated leadership capabilities is required.
• Excellent business acumen, planning, influencing, and critical thinking skills are required.
• Excellent analytical and innovative sales and negotiation skills with a documented ability to drive results through others are required.
• Excellent facilitation, presentation, written communication, and conflict management skills are required.
• Demonstrated ability to quickly build strategic relationships and influence behaviour through building trust and inclusion is required.
• Digital fluency and strong technical acumen with the latest industry tools, along with a desire to make decisions using data to grow the business, are required.
• A valid driver's licence is required, with the ability to maintain appropriate motor vehicle and safety standards.

Embedded within a pharmaceutical field sales organization, the Area Business Manager directly supervises, builds, coaches, and leads a team of Medical Representatives within the assigned territory, focusing on in-clinic promotion through Patient Focused Interactions and multi-channel customer engagement excellence. Working closely with sales and marketing on customer planning strategies, distribution management, and CRM execution, this role develops territory-level business plans and coaches Business Officers to achieve growth objectives across all channels.

Areas of Ownership

• Directly supervise, build, coach, and lead a team of Medical Representatives within the assigned territory.
• Develop a district plan to meet or exceed sales, volume, and growth targets for assigned products across the entire territory, including for each direct report and across all channels.
• Drive the team to execute customer engagement excellence, focusing on in-clinic promotion leveraging Patient Focused Interactions and implementing off-clinic promotional activities to improve customer relationships.
• Ensure that all compliance requirements are fully understood, adhered to, monitored, and respected within the team.
• Lead and coach the team to develop customer, product, and therapy knowledge to implement the district business plan and achieve growth objectives in each territory.
• Guide the team to execute the right frequency of multi-channel interactions for each customer, supported by rigorous pre- and post-interaction action planning.
• Drive customer activity reporting in the CRM system and take advantage of all available functionality for enhancing customer interaction and experience.
• Build strong relationships with key decision makers and stakeholders in the territory to develop solutions that benefit patients, healthcare professionals, and the business.
• Encourage the team to collaborate with and provide feedback to sales and marketing on multi-channel customer planning strategies and tactics, and identify potential new sources of business.
• Create a positive culture of high performance through appropriate hiring, talent identification, development, retention, and performance management principles.
• Guide and coach Business Officers on distribution management, including the collection of secondary sales reports, collating primary versus secondary sales, the collection of orders from distributors, adherence to the sales credit policy, and ensuring phased distribution of orders to complete 40% of targets by the 15th of each month.

Education & Experience

• Bachelor's degree in any discipline is required.
• An advanced qualification is a plus.
• A minimum of 2-3 years of pharmaceutical sales experience with a demonstrated performance track record is required.
• At least 2 years of experience leading a team of medical representatives is required.
• Strong interpersonal, communication, and team skills are required.
• Demonstrated ability to lead teams, set direction, and deliver results is required.
• IT literacy, including basic knowledge and skills to utilise computers, tablets, and related technology efficiently, is required.
• Excellent command of the local native language, both oral and written, is required.
• An energetic, enthusiastic, self-driven, organised approach, with a willingness to work extensively in the field, is required.

Reporting to the Regional Business Director, the Area Business Manager oversees all area sales activities within the animal health dairy sector, leading direct reports to develop and execute territory business plans aligned to business unit, regional, and area strategies while spending more than 75% of available time coaching colleagues in the field. Partnering with Area Technical Service and other Area Business Manager peers to share best practices and execute targeted account plans, this role refines the area's solution-selling and technical knowledge capabilities to achieve dairy industry growth objectives.

Role Responsibilities

• Meet overall sales objectives, including for key growth products, via demand generation within targeted accounts.
• Successfully launch new product and service offerings.
• Demonstrate success in other key sales metrics such as growth rates and key performance indicators.
• Lead all colleagues in the area to meet their objectives and individual development plans consistently.
• Attract, develop, evaluate, differentiate, and retain talent.
• Spend more than 75% of available time with direct reports in the field coaching to help them meet performance objectives by strengthening their core capabilities.
• Execute initiatives aligned to business unit expectations to enhance the area's capabilities in solution selling, business planning, resource allocation, and technical knowledge.
• Lead direct reports to develop and execute territory business planning and resource allocation aligned to business unit, regional, and area strategies, tactics, metrics, and objectives.
• Develop the area plan with a focus on business unit priorities and resource allocation and utilisation, and conduct quarterly business reviews with the Regional Business Director, revising on an ongoing basis.
• Utilise data systems to identify key account growth opportunities and work with other Area Business Managers to develop and share best practices across the region.
• Work with Area Technical Service to create and execute a focused and prioritised plan to ensure performance in targeted accounts and to assist in the development of direct reports' technical competence.

Background & Experience

• Undergraduate degree (BS/BA) is required.
• Master's in animal science or an equivalent degree is a plus.
• A minimum of 8 years of sales management and strategic account management.
• Non-sales function experience, such as marketing, is required.
• Animal health experience and knowledge of the dairy industry are preferred.
• Ability and willingness to travel overnight, approximately at least 50% of the time, including some weekends, is required, with a valid driver's licence required.
• Willingness to work on dairy operations, including husbandry, treatment administration, and product administration education, and to cross-operate across business units is required.