About this role
Role Objective / Major Purpose of the Job
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 & Target Achievement
? Achieve and consistently surpass the assigned Sales Budget and YPM (Yearly Performance Milestone) for the territory.
? Ensure effective product promotion to generate Rx demand and secondary sales.
? Personally, book orders to maintain adequate stock levels and avoid stock-outs.
2. Doctor & Chemist Coverage
? Maintain a Doctor Call Average of 10+1 per day.
? Achieve Minimum 95% MCR (Monthly Call Report) coverage.
? Ensure a minimum of 5 chemist calls per day.
? Build strong professional relationships with key doctors, consultants, and retail chemists.
3. Market Development & Strategy Implementation
? Implement sales and marketing strategies designed by management.
? Identify potential markets and new customer opportunities within the territory.
? Expand doctor base and enhance prescription share.
4. Stockist & Distribution Management
? Manage relationships with Stockists and C&F agents to ensure seamless supply.
? Monitor product availability, stock movement, and expiry management.
5. Promotional Activities
? Organize and conduct symposiums, seminars, and doctors’ group meetings.
? Actively participate in Cycle Briefing Meets and other company meetings.
? Ensure effective use of promotional inputs and materials.
6. Reporting & Compliance
? Plan daily work schedules effectively and submit Daily Work Plans.
? Submit Daily Call Reports through the PHYZII reporting tool.
? Provide structured market feedback on company and competitor products to the Product Management Team.
? Submit expense statements within stipulated timelines.
? Ensure adherence to company policies and ethical promotion standards.
7. Accountability
? In the absence of the job holder, responsibilities will be handled by the designee assigned by the reporting manager.
Key Skills & Competencies
Functional / Technical:
? Scientific product detailing & effective objection handling
? Relationship building and influencing ability
? Territory planning & time management
? Sales execution and target orientation
? Market intelligence gathering and reporting
? Adaptability, ownership mindset & accountability
? Ability to work independently as well as collaboratively
Behavioural:
? Strong communication and impactful presentation skills