About this role
Principal Tasks & Responsibilities
1. Sales & Business Achievement
● Achieve monthly and annual sales targets for the area.
● Drive brand-wise target achievement, especially for focus/thrust brands.
● Ensure each FO achieves territory targets and maximize team productivity.
● Improve business hygiene by minimizing returns and expiries.
● Ensure accurate forecasting for smooth product availability and distribution.
● Coordinate with distributors/C&F for effective supply management.
● Ensure timely collection and achievement of receivable targets.
2. Customer & KOL Development
● Develop and manage brand-specific core customers and KOLs.
● Ensure team maintains Dr Call Average of 12 and minimum 95% MCR coverage.
● Strengthen relationships with KOLs through regular personal visits.
● Track KOL contribution and implement corrective actions where required.
● Support strategic alliance programs to maximize ROI from key accounts.
3. Product & Market Development
● Identify core customers for each key product and enhance their contribution.
● Monitor product performance and address business gaps proactively.
● Expand market coverage and identify new growth opportunities.
4. Team Leadership & Development
● Lead, coach, and motivate Field Officers to improve in-clinic effectiveness.
● Conduct joint field work to enhance product knowledge and selling skills.
● Ensure right customer, right product, and right frequency approach.
● Maintain discipline in business processes and reporting systems.
● Drive teamwork, engagement, and retention within the team.
● Plan manpower requirements and fill vacancies in a timely manner.
5. Marketing Program Implementation
● Ensure effective execution of CMEs, symposiums, camps, and marketing initiatives.
● Prepare actionable plans during cycle meetings to improve brand performance.
● Track team productivity and compliance through Phyzii.
● Implement local strategies under guidance of senior management.
6. Reporting & Administration
● Ensure timely and accurate reporting in Phyzii (self & team).
● Maintain and monitor primary & secondary sales records.
● Periodic updating of MCR, chemist, and institution lists as per HO guidelines.
● Ensure effective Daily Work Planning (DWP) and monitoring via control tools (STP, TP, etc.).
Candidate Profile
● Experience in pharmaceutical sales; prior First Line Management experience preferred.
● Strong process orientation; MNC experience is an advantage.
● Good interpersonal, analytical, and leadership skills.
● Strong communication, execution capability, and attention to detail.
Key Competencies
Functional
● High value Institutional Secondary Sales
● Core Account Mapping
● Strategic Alliance Program Execution
● High-Value KOL Engagement
● In-Clinic Effectiveness Tracking
● Area Sales Forecasting
● Primary Sales Monitoring
● Institutional Supply Coordination
● Expense & ROI Tracking
Behavioral
● Ground-Level Execution
● First-Line Team Coaching
● Key Stakeholder Management
● Attention to Detail
● Analytical Thinking
● Team Motivation
● Process Discipline
● Engagement Focus
● Territory & Business Planning
● Team Leadership & Performance Management
● Sales Target Achievement
● Ethical Compliance & Process Discipline