1. Regional Strategic Planning (The Macro Push-Pull) Market Mapping: Identify high-potential clusters for generic penetration and deploy resources to capture market share from competitors. Channel Governance: Oversee the health of the Stockist/Distributor network, ensuring they are financially viable, well-stocked, and aligned with the company’s commercial terms. Secondary Liquidation Strategy: Design regional "Pull" campaigns (e.g., Chemist Meets, Loyalty Programs) to ensure high velocity of stock movement from chemist shelves to consumers. 2. P&L & Commercial Excellence Revenue & Growth: Deliver on annual sales turnover, market share, and profitability targets. Outstanding & Risk Management: Monitor regional "Days Sales Outstanding" (DSO) and ensure zero bad debt by maintaining strict credit discipline among stockists. Budget Optimization: Manage the regional marketing and trade-scheme budget (A&P) to ensure maximum ROI on every rupee spent. 3. Leadership & Execution Discipline Execution Oversight: Bridge the gap between corporate strategy and field execution, ensuring Business Managers do not deviate from agreed-upon sales or hiring protocols. Talent Governance: Act as the final gatekeeper for regional hiring. Ensure 100% compliance with the "Fresher-First" hiring mandate for Field Officers and validate that lateral entries are strictly from the Top 15 companies within the ₹3.00 LPA cap. Coaching & Retention: Mentor Business Managers and Field Officers on advanced negotiation and P&L management, while driving a culture of performance and accountability across the hierarchy.
