Job Overview

1) Achievement of Budgeted Sales Targets  Achievement of overall Monthly Sales Targets leading to achievement of Annual Sales Targets  Achievement of Brand-wise Sales Targets esp. for Thrust Brands  Ensuring achievement of targets by each FO territory and maximizing productivity  Improve business hygiene by reducing sales returns & expiries  Effective forecasting to ensure smooth availability & distribution of products  Co-ordination with business partners/ distribution  Ensuring achievement of collection targets 2) Customer Development/ KOL Development  Development of brand specific core customers & develop their business contributions  Monitoring the efforts of field officers with specific focus on ensuring Dr Call Average of 12 and minimum 95% MCR coverage  Supporting the implementation of strategic alliance programs for maximizing ROI from KOLs through ensuring periodical visits as mandated by HO  Development & sustenance of relationships of KOLs through personal visits Periodically track the contribution from KOLs and ensure interventions under the guidance of SMs in protecting & developing the business from KOLs 3) Product Development  Identification and development of core customers for each product and maximizing their returns  Developing mechanisms to track the performance progress of these products and addressing gaps if any 4) Team Development/ Competence Development  Developing the in-clinic effectiveness through channelizing the efforts of Field Officers in terms of Right Customer, Right Product and ensuring Right Frequency of visits  Improving in clinic competence of FOs by developing their product knowledge, application of selling skills through joint call coaching  Development of teamwork and culture amongst the FOs  Ensuring business process discipline & hygiene should be role model & should always lead from Front  Planning & Organizing the efforts of self/ team  Efforts to retain the team and filling up of vacancies if any 5) Effective Implementation of Marketing Programs  Ensuring effective implementation of marketing programs (CMEs/ Symposiums/Camps etc) thereby develop key brands in each territory through a team of FOs  Periodically track the implementation of marketing programs and address the gaps if any  Preparation of action plans during cycle meetings with an objective of improving implementation  Tracking the efforts of team members in terms of call average and coverage through FRAMES and ensuring compliance  Implementation of local strategies under guidance of SMs 6) Reporting & Administration  Timely PHYZII reporting of Self & ensuring the discipline of FOs in timely reporting of PHYZII as per timelines  Maintaining the secondary sales & primary sales records of each territory and ensuring the same in case of FOs  Updation of MCR, Chemist list and Institution list on a periodical basis as mandated by HO  Ensuring effective DWP and implementation of the same  Ensuring discipline through control tools like STP, TP and other monitoring tools  Timely Submission of Expense Statement Job Specifications Ideal candidate would be a Science graduate ideally with previous experience of first line management or a candidate from MNC companies with excellent process orientation and aptitude Good interpersonal skills, team work, analytical ability etc. Good communication skills, attention to detail, execution skills