Job Description

Customer Focus & Coverage

• Acquire and apply in-depth knowledge of product features, benefits, and scientific information to effectively communicate with medical doctors and address product-related queries.
• Actively identify key and potential medical practitioners and specialists within the assigned therapeutic segment and territory. Prioritize them for systematic coverage to maximize prescription generation in line with the business plan.
• Classify medical practitioners in the territory into three categoriesTPL, RPL, and SPLin descending order of importance, with TPL being the most important and SPL the least.
• Review and discuss plans for achieving monthly territory sales targets and seek guidance from the District Sales Manager (DSM) and Zonal Sales Manager (ZSM), as required, to formulate effective sales strategies and deliver customer-specific promotional messages.
• Ensure thorough pre-call planning and seek assistance from the District Sales Manager when necessary.

Sales Performance & Results:

• Achieve and consistently exceed sales targets through effective implementation of promotional strategies and follow-up initiatives.
• Continuously enhance product knowledge and detailing skills to improve productivity in line with company expectations.

Planning & Sales Performance Analysis:

• Follow the approved tour programme and prepare and submit daily electronic reports detailing day-to-day activities, including doctor visits to clinics and hospitals.
• Maintain contacts with nursing homes, clinics, and hospitals within the territory, and collect data on annual medicine budgets, procurement modes, rate contracts, and drug committee members.
• Maintain regular contact with medical practitioners, consultants, chemists, and wholesalers.
• Book orders from retailers to ensure adequate product availability on shelves and assist with product display at retail outlets.
• Prepare and implement special visit schedules during new product launches or sales campaigns using targeted presentations, promotional materials, and sales strategies.

Meetings & Professional Engagements:

• Actively participate in cycle meetings, periodic Sales & Marketing meetings, and conventions.
• Conduct group meetings, speaker programmes, and round-table meetings for doctors and chemists to communicate product benefits.
• Organize and conduct medical camps in coordination with medical associations.

Industry & Product Knowledge:

• Regularly visit chemists in the assigned area to ensure sales of the companys key products and gather information on competitor product sales.
• Stay updated on competitor activities through visits to wholesalers and retailers and by systematically collecting and analyzing market data.
• Develop a clear understanding of the companys SOPs and protocols applicable to the role.
• Adhere to guidelines related to Adverse Event Reporting and take prompt action in compliance with regulatory requirements.

Market Analysis:

• Maintain a high-quality customer list, up-to-date profiles of key accounts, and records of key influencers and clinical thought leaders.
• Demonstrate strong knowledge of key customers within the territory.

Building Relations:

• Build and maintain strong relationships with customers, fostering healthy and long-term professional rapport.
• Collaborate with team members to organize speakers, displays, special programs, and CME initiatives to support knowledge updates related to company products.

Distribution & Resource Allocation:

• Ensure adequate inventory levels with trade partners and take proactive measures to prevent product expiry.

Financials:

• Follow up on timely collection of outstanding dues from concerned parties in the assigned territory, as per company guidelines.

Achievement of Sales Budgets:

• Assist in the collection of receivables when required.
• Ensure proper utilization of product samples, detailing aids, and promotional materials.
• Maintain accurate accounting and reporting of expenses.

Administrative Values:

• Ensure timely and accurate submission of daily call reports, sales documents, feedback reports, expense reports, and other administrative requirements.
• Demonstrate and adhere to leadership behaviors and company values.

KEY RELATIONSHIPS / STAKEHOLDERS

External:

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

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

DESIRED EXPERIENCE AND KNOWLEDGE

Educational Qualifications:

• B.Sc / B. Pharma

• 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