Job Description – Regional Business Manager (RBM) – Oncology
Budget: 10 – 15L per annum
Department
Sales & Business Development – Oncology
Location
[Chenni/Hyderabad / Kochi]
Reporting To
Zonal Business Head
Role Overview
We are looking for an experienced and result-oriented Regional Business Manager (RBM) to lead and drive business growth across the assigned region in the Oncology segment.
The RBM will be responsible for achieving regional business objectives, leading the sales team, developing key accounts, strengthening relationships with oncologists and healthcare institutions, and executing strategic initiatives to expand market presence.
The ideal candidate should possess strong oncology domain knowledge, people leadership, business development, strategic planning, and customer management skills.
Key Responsibilities
1. Regional Business Growth
- Own and deliver the regional revenue and business targets.
- Develop and execute the regional business plan aligned with organizational objectives.
- Identify growth opportunities across territories, hospitals, cancer centres, and diagnostic institutions.
- Drive new customer acquisition and improve business productivity from existing accounts.
- Monitor regional performance and implement corrective action plans where required.
2. Team Leadership & Management
- Lead, coach, and mentor the ABM/Business Development team across the region.
- Set clear territory-wise objectives and monitor individual performance.
- Conduct regular performance reviews and field coaching.
- Identify capability gaps and facilitate training and development.
- Build a high-performance, accountable, and customer-focused team culture.
3. Oncology/KOL Engagement
- Develop strong relationships with leading oncologists, surgeons, pathologists, and other healthcare professionals.
- Build and manage a network of Key Opinion Leaders across the region.
- Drive scientific engagement through CMEs, tumour boards, workshops, conferences, and scientific meetings.
- Support the team in conducting high-quality clinical and scientific discussions.
- Identify opportunities for institutional partnerships and strategic collaborations.
4. Key Account Management
- Develop strategic relationships with major hospitals, cancer centres, diagnostic laboratories, and healthcare institutions.
- Identify high-value accounts and create account-specific growth strategies.
- Ensure effective stakeholder mapping and engagement across institutions.
- Drive adoption of oncology diagnostics, molecular testing, precision oncology, and related solutions.
- Work closely with internal teams to ensure excellent customer experience and service delivery.
5. Territory & Market Strategy
- Analyse regional market potential, customer segmentation, competition, and emerging opportunities.
- Develop territory-wise growth strategies and prioritise high-potential accounts.
- Monitor competitor activities, pricing, product positioning, and market developments.
- Provide actionable market intelligence to senior management.
- Identify new markets and opportunities for geographical expansion.
6. Sales Forecasting & Business Analytics
- Prepare accurate monthly, quarterly, and annual sales forecasts.
- Review territory-wise revenue, productivity, conversion, and customer performance.
- Track pipeline, leads, prescriptions/referrals, samples, and business conversion.
- Analyse business gaps and develop appropriate action plans.
- Ensure timely and accurate MIS and management reporting.
7. Cross-Functional Collaboration
- Collaborate with Medical Affairs, Marketing, Operations, Customer Support, Finance, and other teams.
- Ensure smooth implementation of regional campaigns and strategic initiatives.
- Resolve customer and operational challenges in coordination with relevant teams.
- Provide feedback on products, services, customer needs, and market opportunities.
Key Performance Indicators (KPIs)
- Regional revenue and target achievement
- Year-on-year regional growth
- New customer acquisition
- Key account development
- Team productivity and target achievement
- Oncologist/KOL engagement
- Customer retention and business expansion
- Lead-to-business conversion
- Product/test adoption
- Territory penetration
- Forecast accuracy
- Collection and payment discipline
Required Qualifications
- Bachelor's degree in Life Sciences, Pharmacy, Biotechnology, Microbiology, or a related field.
- MBA/PGDM in Sales & Marketing / Healthcare Management will be an advantage.
- 6–10 years of experience in pharmaceutical, diagnostics, oncology, medical devices, or healthcare sales.
- Prior experience managing a team and regional business is preferred.
- Strong experience in Oncology is highly preferred.
Preferred Domain Experience
Candidates with experience in the following areas will be preferred:
- Oncology diagnostics
- Molecular diagnostics
- Next-Generation Sequencing (NGS)
- Precision oncology
- Liquid biopsy
- Tumour profiling
- Companion diagnostics
- Biomarker testing
- Cancer genetics / genomics
Key Competencies
- Strategic business planning
- People leadership and team development
- Strong negotiation and influencing skills
- KOL and stakeholder management
- Key account management
- Business analytics and forecasting
- Excellent communication and presentation skills
- Scientific understanding of oncology
- Problem-solving and decision-making
- Strong execution and ownership
- Ability to work in a fast-paced, target-driven environment
Ideal Candidate Profile
The ideal candidate is a strong people leader and business driver who can translate regional strategy into field execution. The candidate should be capable of building high-performing teams, developing strategic oncology accounts, engaging senior medical stakeholders, and consistently delivering sustainable regional growth.
Strong oncology experience + team leadership + strategic account management + proven business delivery will be the key differentiators for this role.
Work Location: In person
