Area Sales Manager (ASM) and His Job Responsibilities, Qualification, Skills etc.

The position of Area Sales Manager (ASM) holds a higher rank within the sales team than that of a Medical Representative (MR). ASMs were previously MRs who have been promoted based on their good work and experience. ASMs, like MRs, are directly responsible for the sales of pharmaceutical products, regardless of the size of the company. However, the role and responsibilities of an ASM are similar to those of an MR with the added responsibility of leading MR’s team. The ASM position is more significant as they are accountable for the work done by their team members. This position is also referred to as Area Business Manager (ABM) or First Line Manager or any other designation given by company.

How can we define Area Sales Manager or ASM?

Area Sales Manager is defined as a team leader who instructs, motivate, handle and work with his team members to persuade doctors to prescribe their drugs to patients, provide product information, answer their queries, provide information about how to use a drug along with dose required, keep doctor up to date about latest changes in medical sciences, deliver products sample etc. with promoting company and products & generate sale for the company. An Area Sales Manager regularly join his medical representative’s team members in field and meet important doctors.

Pharma Company Sales Team Parts

ASM is one of the important parts of Pharmaceutical Sales Team. Full form of ASM is Area Sales Manager.

• General Sales Manager 
• Zonal Sales Manager
• Regional Sales Manager 
• Area Sales Manager 
• Medical Representative 

Roles and Responsibilities of Area Sales Manager/ASM in Pharma Company (Job Description):

• Responsible for leading a team of M.Rs to achieve Sales targets. To handle Sales Promotion activities.
• Making Monthly doctor visiting plan for all MR team members and implements it effectively by regular follow-up and discussions with team members 
• Organizing special meeting with doctors and healthcare professions through medical representatives according to his daily and monthly planning.
• Set-up campaign and awareness programs for patients & healthcare professionals. 
• Keep in regular contact with team members and maintain healthy communication & relationship 
• Organizing conferences and seminars for doctors and healthcare professions 
• Generating New Business through his Team 
• Fulfill all requirements of his team 
• Reviewing sale and stock availability in assigned area 
• Completing monthly, quarterly and yearly sales target 
• Building relationships with Doctor and Healthcare professions 
• Daily reporting to seniors about daily work, meetings and performance 
• Market review of new products and services 
• Keeping detailed record of contacts 
• Regular attending monthly, quarterly and yearly meeting of company 
• Keeping up to date about company products, services and schemes 
• Monitoring activities, products and services of competitors 

Qualifications:

Qualification for an Area Sales Manager varies company to company. Having 3 to 4 years of experience as medical representative is considered good for recruiting a MR as ASM. Most of companies recruit ASM from its medical representative staff member but some time ASM is recruited from outside the company.

Required Character sticks and Skills for an Area Sales Manager:

• Communication skill 
• Team Leader 
• Salesmanship 
• Commercial and Business awareness 
• Personal Hygiene (Hair, Nail, Beard and Cloths) 
• Bag 
• Visiting Cards 
• Healthy Smiling 
• Break the Ice 
• Enthusiasm 
• Contagious 
• Self Confidence 
• Confidence in the company and in the products 
• Good Listener 
• Practical and Flexible Approach 
• Starter 
• Patience and self motivation 

How can one find Area Sales Manager’s Job?

Companies recruit Area Sales Manager from internal team but some time they recruit from other companies either through consultants or through online job portals. Internal references also play main role in recruitment. One can find ASM jobs at Job portals like naukari.com and shine.com, and other job portals.

How much area is Covered by an Area Sales Manager?

Area coverage of a Area Sales Manager is depend at Company’s Policy. Company may recruit an area manager for 2 or 3 or more medical representatives depend as company sales, turnover, area and many other factors. Many factors effect company recruitment policy for area given to an area sales manager.

Pharma Area Sales Manager Salary in India

Salary is negotiable for job of Area Sales Manager in pharma companies mostly depend at experience and company policy.
Salary Range: Approx. 45000/- per month to 70000/- per month plus TA/DA

To whom does an Area Sales Manager submit his reports?

An Area Sales Manager submits his reports to Regional Sales Manager.

How an Area Sales Manager does submit his Reports?

Now almost all companies have online reporting system. Company provides a unique ID and Password to every area manager to submit his reports at daily, weekly, monthly, quarterly and yearly basis.

Difference between Medical Representative and Area Sales Manager

Medical Representative is starting or entering position in pharma sales whereas Area Sales Manager is upper position from medical representative. MR is responsible for generating sales from medical practitioners whereas ASM is responsible for sales generated by medical representatives and directed them, guide them and assure all requirements to MR so they can generate sales.

For any query and suggestion, mail us at pharmafranchiseehelp@gmail.com