Job Description

Roles Responsibilities:

Strategic/ Policy

• Prepares the District targets for each of the key products, plans monthly sales targets and schedules sales for each member of his team of FSO so as to optimize the potential and field force productivity for each member of the team and for the district as a whole.

• Coordinates the sales efforts of FSOs in the District, with the availability of products with the wholesalers and takes prompt action to fill gaps, if any.

• Plans and organises sales promotion campaigns, selecting a manageable number of pre-selected medical practitioners with high potential in the context of therapeutic requirement target for FSOs to make repeat calls or increase the frequency of calls and projecting specific sales message to motivate them to prescribe the company s products.

• Guides and assists the FSOs in evolving and implementing sales strategy, selection of customers, profitable coverage of sale area, determining frequency of calls.

• Plans and develops suitable sales strategy, consultation with the FSOs and accompanies the FSOs for making a call on medical practitioner, retailer or a hospital to demonstrate to him and help build self-confidence and sharpen his skills.

• Imbibe the guidelines pertaining to Adverse Event Reporting and takes prompt action in compliance with the requirements. Collection of Adverse Drugs Reaction (ADR) incidences including lack of efficacy related to Glenmark products, in the company specific adverse event form up to the maximum possible level of completeness by putting your signature / date, even in absence of the doctors signature for any reasons and forwarding the same to local pharmacovigilance team and Global Customer Service within 24 hrs. The Preliminary report should be forwarded within 24-hrs and if required, the Final Report shall be submitted within 7-working days.

• Guides and instructs FSO in compliance of promotional guidelines and adverse event reporting policies and procedures and as related to date expiry products.

Operational

• Keeps himself updated on the competitor s activities through personal visits to medical practitioners, wholesalers and retailers and through systematic collection and analysis of data and statistics and information from FSOs in the field.

• Personal visits to customers to build up effective relationship and face-to-face selling and promotion.

• Reviews and assesses the effectiveness of sales campaigns and programmes; takes corrective action and recommends improvement in sales planning, sales methods, market coverage and sales administration.

• Keeps his Managers informed as required by him on sales achieved, market conditions, competitors activities and the performance of his team members.

• Makes recommendations on sales strategy, operations and methods and reducing costs.

People

• Demonstrate and promote Glenmark value system in all interactions.

• Set out targets and objectives jointly for key positions.

• Appraise performance on the achievement of targets against predefined objectives and recommends career progression decisions.

• Actively focus on subordinate development through performance monitoring, periodical counselling, guiding and coaching.

• Approve leave, travel related allowances etc., of FSOs.

Financial

• Ensures all products budgets are met.

• Regulates the acceptance and execution of orders within the authorised limits and sees that the customer dues are collected in accordance with credit terms and outstanding are kept to the bare minimum.

Technology

• Use technology solutions for enabling better information availability.

• Use technology developments for adoption in field operations and training.

KEY RELATIONSHIPS / STAKEHOLDERS

External:

Stockists, Chemists, CFAs, Doctors, Institutional Patients, Resident Doctors, and Other Representatives.

Internal (other than Direct Reports):

• Product Management Team (PMT), Administrative Office (AO), Human Resources (HR), Zonal Sales Manager (ZSM) and Team Members.

DESIRED EXPERIENCE AND KNOWLEDGE

Educational Qualifications:

• Any Graduate

Skills Competencies:

• Knowledge of multiple therapeutic segments and related medical information.

• Understanding of regulatory aspects and pharmaceutical industry compliance.

• Strong competencies in Drive for Results, Planning Prioritization, Communication Skills, Customer Focus, Integrity, Confidence Commitment, Initiative, and Achievement Orientation.

More Info

Education