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
Work Location: In person
