AN AREA MANAGER IS RESPONSIBLE FOR STRONG & ENERGETIC TEAM
BUILDING, SALES MANAGEMENT , IMPLEMENTATION OF COMPANY,S
STRATEGIES .HE/SHE POSES ANALYTICAL SKILLS ,STRONG
KNOWLEDGE OF HIS TERRITORY, GOOD IN NEGOTITATION
SKILLS/TEAM MOTIVATION ,ENSURING SALES TARGET ACHIEVMENT,TO
ENSURE TEAM MEMBERS ARE DOING RIGHT THING IN RIGHT WAY IN
An Area Managers carry out developing MRs to such a level
so that they can generate sales independantly. This point
holds good from sales prospective . Besides, any ASM in
Pharma must be strong enough in executing company stategy
rythlessly as he is the ground manager in the line up.
Effective supervision & control on MRs are always sought
from him/her. S/He must be thorough with whole of product
mix up. Supporting MRs inclinically by dissolving problems
encountred by Them. Also prepare them to take up next level
challenges as and when company required.
Must be responsible for Area sales & should ensure each
subodinate achieves their sales target .
Must be a motivator for team members & leading from
An Area manager has to help his people in setting their
goals & plan,he has to monitor the implementation of the
plan & strategy of the organization.he has to develop his
people thought on job training.he should be a problem
solver he should analyze the problem & facilitate their
team member.He is a feedback window for his team member as
well as for the organization also.he should rewards &
reprimand his team member judiciously.He should manage the
KOL & KBL of his team members.Last but not the least he
should maintain the team spirit in the team.
The duty of Area manager is not including a sale of only
one product or single target which is given to him
individually but also he/she is responsible for the whole
sales target of his territori though his/her sales rep. His
duties includes the achievements of sales targetg in given
time period and manage all his/her sales rep. , so that
both senior level managers and sale rep. are fully
satisfied. He is responsible for performing all the duties
of a team leader as well as manager.
 Achieving budgets month after month.
 Implementing the company strategies across all the
 Motivating, Monitoring, Supervising and Coaching
 Situation handling at all levels like Doctors,
 Analyzing the internal sales product wise and
• Handling primary and secondary sales
•Handling distributors for the assigned territory and
taking regular Orders
•Monitoring the performance of TBM and SE
•Effectively implementing the marketing schemes
•Concentration to expand the market
•Tracking Competitors activities.
•Monitoring Product display and merchandising
•Achieving volume targets and ensuring dealer profitability
•Monitoring distributor and distributor sales force