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