Description

Principal Tasks & Responsibilities
1. Sales & Business Achievement

- Achieve monthly and annual sales targets for the area.
- Drive brand-wise target achievement, especially for focus/thrust brands.
- Ensure each FO achieves territory targets and maximize team productivity.
- Improve business hygiene by minimizing returns and expiries.
- Ensure accurate forecasting for smooth product availability and distribution.
- Coordinate with distributors/C&F; for effective supply management.
- Ensure timely collection and achievement of receivable targets.

2. Customer & KOL Development
- Develop and manage brand-specific core customers and KOLs.
- Ensure team maintains Dr Call Average of 12 and minimum 95% MCR coverage.
- Strengthen relationships with KOLs through regular personal visits.
- Track KOL contribution and implement corrective actions where required.
- Support strategic alliance programs to maximize ROI from key accounts.

3. Product & Market Development
- Identify core customers for each key product and enhance their contribution.
- Monitor product performance and address business gaps proactively.
- Expand market coverage and identify current growth opportunities.

4. Team Leadership & Development

- Lead, coach, and motivate Field Officers to improve in-clinic effectiveness.
- Conduct joint field work to enhance product knowledge and selling skills.
- Ensure right customer, right product, and right frequency approach.
- Maintain discipline in business processes and reporting systems.
- Drive teamwork, engagement, and retention within the team.
- Plan manpower requirements and fill vacancies in a timely manner.

5.



Marketing Program Implementation
- Ensure effective execution of CMEs, symposiums, camps, and marketing initiatives.
- Prepare actionable plans during cycle meetings to improve brand performance.
- Track team productivity and compliance through Phyzii.
- Implement local strategies under guidance of senior management.

6. Reporting & Administration
- Ensure timely and accurate reporting in Phyzii (self & team).
- Maintain and monitor primary & secondary sales records.
- Periodic updating of MCR, chemist, and institution lists as per HO guidelines.
- Ensure effective Daily Work Planning (DWP) and monitoring via control tools (STP, TP, etc.).

Candidate Profile
- Experience in pharmaceutical sales; prior First Line Management experience preferred.
- Strong process orientation; MNC experience is an advantage.
- Good interpersonal, analytical, and leadership skills.
- Strong communication, execution capability, and attention to detail.

Key Competencies
Functional

- High value Institutional Secondary Sales
- Core Account Mapping
- Strategic Alliance Program Execution
- High-Value KOL Engagement
- In-Clinic Effectiveness Tracking
- Area Sales Forecasting
- Primary Sales Monitoring
- Institutional Supply Coordination
- Expense & ROI Tracking

Behavioral
- Ground-Level Execution
- First-Line Team Coaching
- Key Stakeholder Management
- Attention to Detail
- Analytical Thinking
- Team Motivation
- Process Discipline
- Engagement Focus
- Territory & Business Planning
- Team Leadership & Performance Management
- Sales Target Achievement
- Ethical Compliance & Process Discipline

📌 Scientific Officer (India)
🏢 Cadila Pharmaceuticals
📍 India