Job Description

JOB DESCRIPTION:Overall Sales responsibility of the region\xef\x82\xb7 Achieve month wise sales objectives of the region for entire product range under Team Scope\xef\x82\xb7 Achieve 3D (Detailing, Demand generation and Deliverables) business objectives\xef\x82\xb7 Achieve New Product Business Plan through Innovative Sales Management.People\xef\x82\xb7 Plan and initiate timely recruitment of all Personnel in the regions ensuring complete manning\xef\x82\xb7 Ensure that all new people who join the region are inducted and trained (on areas of scientific, product knowledge and detailing practice) well, and as per a pre defined system\xef\x82\xb7 Conduct and lead the communication meeting and ensure that the entire communication flows down appropriately right till all the MR/TBM level in the region.\xef\x82\xb7 Set objectives for and coach the Area Business Managers to ensure that they meet their objectives.\xef\x82\xb7 Appraise periodically, the individual performance of direct Reportees against agreed standards of performance, identify areas for improvement and implement training plans.\xef\x82\xb7 Study all the appraisals sent by Area Business Managers and implement a fair and objective performance management system.\xef\x82\xb7 Prepare developmental plans for Area Business Managers, and TBM\xe2\x80\x99s) in consultation with HR and NSM, and ensure its implementation.\xef\x82\xb7 Manage the aspirations of the entire Team in line with the career progression policy of the company and ensure that the employee turnover of reporting sales team and outsourced team is within acceptable limits.\xef\x82\xb7 Maintain open communication with entire team and succeed in building and maintaining enthusiasm and a positive attitude in all of them\xef\x82\xb7 Carry out timely disciplinary measures and separation procedures as appropriate within the company guidelines.Coverage of Doctors and Pharmacies and Conversion Targets\xef\x82\xb7 Define an overall Coverage Strategy for each of the Region and communicate it down the line.\xef\x82\xb7 Study, approve and ensure implementation of systematic and cost effective coverage of Dr\xe2\x80\x99s and Nursing home\xe2\x80\x99s as per targets.\xef\x82\xb7 Develop a strategy for New Product sales (Transferred brands) and drive business as per targets\xef\x82\xb7 Set, monitor and ensure achievement of brand wise and area wise distribution targets for outlets under direct coverage and also analyze Town wise Growth.\xef\x82\xb7 Study IMS /CMARK audit data on trends in number of Prescriptions and Precribers per Area for company and competitive brands and use the same for\xef\x82\xb7 Lead development of innovative plans / programs in consultations with Marketing / Trade Marketing / NSM\xe2\x80\x99s and in feedback from GPM\xe2\x80\x99s.\xef\x82\xb7 Build Strategies for Specialty wise Business development in consultation with NSM and Marketing and ensure effective implementation of the same for Business Objectives.Liasioning with Trade Team Sales Set-up\xef\x82\xb7 Set-up processes and ensure adherence to process to facilitate interaction between WH&GI and Trade Team at all levels\xef\x82\xb7 Feedback system to plug distribution gaps in areas of ISR coverage and Non Coverage.\xef\x82\xb7 Personal Order Booking System to be followed up and Increased.Reporting and Administration\xef\x82\xb7 Maintain contact with NSM, discuss issues, follow instructions and report implementation levels.\xef\x82\xb7 Monitor results obtained on a regular basis. Determine deviations from plans, if any, and institute corrective actions as necessary. Report to NSM of any major deviations and suggest corrective measures.\xef\x82\xb7 Study, analyze, verify, approve of and control all regional and territory reports.\xef\x82\xb7 Study, analyse, verify and approve travel plans and expenses of Area Business Manager\xe2\x80\x99s.\xef\x82\xb7 Plan and undertake travel to meet all contact norms, monitor contacts made by managers with Stockists and KOL\xe2\x80\x99s.\xef\x82\xb7 Highlight any special achievement Area Business Managers, Medical reps and TBM\xe2\x80\x99s.\xef\x82\xb7 Ensure timely and accurate reporting from the field / Outsourced team (RME) reports via Project in-charge of outsourced set-up, meet all reporting schedules to HO.\xef\x82\xb7 Maintain and update periodically the Stockists and Pharmacy lists with coverage plans and keep the database for the Detailing set-up available with all stakeholders\xef\x82\xb7 Ensure that all local statutory requirements are complied with fully in all promotions and programsThe base pay for this position is N/AIn specific locations, the pay range may vary from the range posted.JOB FAMILY: Sales ForceDIVISION: EPD Established PharmaLOCATION: India
Chennai : 147 Greams RoadADDITIONAL LOCATIONS:WORK SHIFT: StandardTRAVEL: Yes, 100 % of the TimeMEDICAL SURVEILLANCE: Not ApplicableSIGNIFICANT WORK ACTIVITIES: Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day)

Abbott