Healthcare Executive ( Field Sales )

Strategic/ Policy

• Ensure achievement of Sales budgets for the assigned geographical territory
• 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.
• Review and discuss his/her plans for the achievement of territory’s sales budget each month (overall and product wise). Seek the assistance of the District Manager in formulating sales strategy.
• Conduct sales analytics to identify areas / stakeholders to be focused upon for driving business growth in the territory
• Provide inputs to the District Manager to help him validate the sales forecast or the rolling sales plan as per the defined frequency
• Provide inputs to the District Manager to help him manage salvage net to maintain it at an acceptable level
• 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.
• Schedule the frequency of calls on the doctors depending on their criticality with respect to achievement of the sales targets for the district
• Deliver promotional messages tailored to each customer’s need so as to maximize sales
• Strictly adhere to coverage plans and frequency
• Strictly adhere to all applicable policies and procedures.

Operational / Process

• Regularly visit chemists in the area to ensure sale of products, collect information on the sales of competitor’s products and regularly update the team about this data
• Stay updated on the competitors’ activities through personal visits to wholesalers and retailers. Maintain regular contacts with medical practitioners, consultants, chemists and wholesalers.
• 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’ stores in line with the promotion plan
• Ensure thorough pre-call planning and ask for the assistance of the District Manager wherever necessary.
• Prepare and implement special schedule for doctors’ 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
• Carry meticulous one-to-one detailing of the product bringing to the doctor’s attention the special features/benefits of the product, its proven efficacy, new research and clinical findings etc.
• Follow the approved tour program.
• 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.
• 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
• Forward adverse events and product complaints reported by customers and consumers in the appropriate format in a timely manner as described in the relevant SOPs
• Conduct taxi tours to meet the customers in micro-interiors and generate business for the products
• Conduct group meetings, speaker programs, and round table meetings for the doctors and chemists to create awareness around product benefits
• Build relationships with and manage Key Opinion Leaders (KOLs) and key customers
• Coordinate with CFA for inventory management
• Execute the product promotion campaigns for new and existing products for the territory
• Track the hospital purchase trend for the territory
• Conceive, plan and organize Continuing Medical Education (CME) programs with help from HODs, Consultants and hospital admin department

People

• Trainee PSOs or other field trainees as may be assigned as mentees
• Share learning from experience with team colleagues
• Demonstrate and promote global values in all interactions.
• Demonstrate team spirit and cooperation towards achievement of individual and team objectives
• Adhere to proposed training calendar for the year for self
• Act as the custodian of all compliance related matters for the territory

Financial

• Ensure achievement of Sales budgets
• Assist in the collection of receivables, where required
• Ensure proper utilisation of product samples, detailing aids and other promotional material.
• Ensure proper accounting and reporting of expenses

Technology

• Use technology solutions for enabling better information availability
• Use technology developments for effective field operations .

Work Location Assignment: Flexible