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.
- 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.
- 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 new growth opportunities.
- 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.
- 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. ● Robust 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 &