Job Description

Territory Executive / Sr. Territory Executive is responsible for achieving and exceeding the budgeted sales of products through planned coverage of customers and timely implementation of sales promotion initiatives within a certain geographic territory independently. The role holder is expected to be a vital interface between Pfizer and medical professionals by briefing them on the scientific features and patient care benefits in respect of company\xe2\x80\x99s products in accordance with established sales and distribution policies.POSITION RESPONSIBILITIESIn order of importance, list the key accountabilities critical to the performance of the position. It is recommended not to list actual tasks but focus on essential responsibilities that highlight accountability and level of judgment required. 1. Strategic/ Policy \xe2\x80\xa2 Ensure achievement of Sales budgets for the assigned geographical territory \xe2\x80\xa2 Develop a clear understanding of his/her role as a responsible Officer of the Company and apply the knowledge, experience and skills to achieve the defined objectives for the position and the team. \xe2\x80\xa2 Review and discuss his/her plans for the achievement of territory\xe2\x80\x99s sales budget each month (overall and product wise). Seek the assistance of the District Manager in formulating sales strategy. \xe2\x80\xa2 Conduct sales analytics to identify areas / stakeholders to be focused upon for driving business growth in the territory\xe2\x80\xa2 Provide inputs to the District Manager to help him validate the sales forecast or the rolling sales plan as per the defined frequency\xe2\x80\xa2 Provide inputs to the District Manager to help him manage salvage net to maintain it at an acceptable level\xe2\x80\xa2 Jointly with the District Manager, classify the medical practitioners in his/her territory in three categories A, B and C in the descending order of importance, A being the most important and C the least. \xe2\x80\xa2 Schedule the frequency of calls on the doctors depending on their criticality with respect to achievement of the sales targets for the district \xe2\x80\xa2 Deliver promotional messages tailored to each customer\xe2\x80\x99s need so as to maximize sales\xe2\x80\xa2 Strictly adhere to coverage plans and frequency\xe2\x80\xa2 Strictly adhere to all applicable Pfizer policies and procedures.2. Operational / Process \xe2\x80\xa2 Regularly visit chemists in the area to ensure sale of Pfizer\xe2\x80\x99s products, collect information on the sales of competitor\xe2\x80\x99s products and regularly update the team about this data\xe2\x80\xa2 Stay updated on the competitors\xe2\x80\x99 activities through personal visits to wholesalers and retailers. Maintain regularcontacts with medical practitioners, consultants, chemists and wholesalers. \xe2\x80\xa2 Book orders from the retailers to ensure adequate availability of products to meet the market demand. Also, ensure display of point-of-sale promotion material display in retailers\xe2\x80\x99 stores in line with the promotion plan\xe2\x80\xa2 Ensure thorough pre-call planning and ask for the assistance of the District Manager wherever necessary. \xe2\x80\xa2 Prepare and implement special schedule for doctors\xe2\x80\x99 visits/calls at the time of new product launch or sales campaign etc. using special presentation and promotional materials in line with the sales strategy \xe2\x80\xa2 Carry meticulous one-to-one detailing of the product bringing to the doctor\xe2\x80\x99s attention the special features/benefits of the product, its proven efficacy, new research and clinical findings etc. \xe2\x80\xa2 Follow the approved tour program. \xe2\x80\xa2 Prepare and send daily reports as per the defined process on his/her day to day activities mentioning in detail about the calls made on the doctors clinics and hospitals. \xe2\x80\xa2 Maintain contacts with nursing homes, clinics and hospitals in his/her territory. Collect the data on annual budget for medicines with respect to each of the hospitals, their mode of purchase, rate contract, and drug committee members\xe2\x80\xa2 Forward adverse events and productcomplaints reported by customers and consumers in the appropriate format in a timely manner as described in the relevant SOPs\xe2\x80\xa2 Conduct taxi tours to meet the customers in micro-interiors and generate business for the products\xe2\x80\xa2 Conduct group meetings, speaker programs, and round table meetings for the doctors and chemists to create awareness around product benefits\xe2\x80\xa2 Conduct disease / patient awareness / screening programs in coordination with the medical associations. \xe2\x80\xa2 Build relationships with and manage Key Opinion Leaders (KOLs) and key customers\xe2\x80\xa2 Coordinate with CFA for inventory management \xe2\x80\xa2 Execute the product promotion campaigns for new and existing products for the territory\xe2\x80\xa2 Track the hospital purchase trend for the territory\xe2\x80\xa2 Conceive, plan and organize Continuing Medical Education (CME) programs with help from HODs, Consultants and hospital admin department3. People \xe2\x80\xa2 Trainee PSOs or other field trainees as may be assigned as mentees\xe2\x80\xa2 Share learning from experience with team colleagues \xe2\x80\xa2 Demonstrate and promote Pfizer global values in all interactions. \xe2\x80\xa2 Demonstrate team spirit and cooperation towards achievement of individual and team objectives\xe2\x80\xa2 Adhere to proposed training calendar for the year for self\xe2\x80\xa2 Act as the custodian of all compliance related matters for the territory 4. Financial \xe2\x80\xa2 Ensure achievement of Sales budgets \xe2\x80\xa2 Assist in the collection of receivables, where required\xe2\x80\xa2 Ensure proper utilisation of product samples, detailing aids and other promotional material. \xe2\x80\xa2 Ensure proper accounting and reporting of expenses5. Technology \xe2\x80\xa2 Use technology solutions for enabling better information availability\xe2\x80\xa2 Use technology developments for effective field operationsRESOURCES MANAGEDFinancial AccountabilityORGANIZATIONAL RELATIONSHIPSProvide the primary contacts that this position will have interaction with as a regular part of the position responsibilities. Include any external interactions as appropriate.

• External: Medical Practitioners, Consultants, Chemists, Wholesalers, Hospital /Nursing Home / Clinics Administration, Hospital / Nursing Home Pharmacists \xe2\x80\xa2 Internal: Team members, District Manager, HO colleagues (Marketing, Medical, Training), Distribution and Institutional Team

Pfizer is an equal opportunity employer and complies with all applicable equal employment opportunity legislation in each jurisdiction in which it operates.Sales#LI-PFE

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