About this role
Role Objective:
The incumbent will be responsible for achieving area sales targets by leading and developing a team of Field Officers, strengthening customer (KOLs, doctors, chemists) relationships, ensuring product and market development, and driving effective implementation of marketing strategies in the assigned area.
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.