A. ROLE PURPOSE
Leads a team of Product Specialists (PS) to achieve and exceed the budgeted sales and profitable promotion of companys products in the assigned geographical area, optimizing productivity through planned coverage of customers, resource deployment, meaningful and timely implementation of sales promotion initiatives by each member of the team as per guidelines so as to accomplish the defined objectives for the position, within the framework of approved forecast and in accordance with established sales and distribution policies and procedures.
B. SPAN OF CONTROL
Supervision: (Positions reporting directly to the incumbent): 8
C. JOB SPECIFICATIONS
(Minimum educational requirement, special skills & knowledge and any other requirements needed for the satisfactory performance of the job)
Degree in Sciences / Pharmacy is preferred.
Diploma/Degree in sales/marketing is advantageous.
Minimum 5-8 years experience in sales.
2. Special Skills & Knowledge
Product knowledge and related medical information.
Knowledge of regulatory laws and issues related to the Pharmaceutical industry.
Understanding of promotional and adverse event reporting guidelines.
3. Key Competencies
Coaching & Developing
Drive for Results
Planning & Prioritising
Analytical and Interpersonal Skills
1. Strategic/ Policy
Prepares the District targets for each of the key products, plans monthly sales targets and schedules sales for each member of his team of PS so as to optimize the potential and field force productivity for each member of the team and for the district as a whole.
Coordinates the sales efforts of PS in the District, with the availability of products with the wholesalers and takes prompt action to fill gaps, if any.
Plans and organises sales promotion campaigns, selecting a manageable number of pre-selected medical practitioners with high potential in the context of therapeutic requirement target for PS to make repeat calls or increase the frequency of calls and projecting specific sales message to motivate them to prescribe the companys products.
Guides and assists the PS in evolving and implementing sales strategy, selection of customers, profitable coverage of sale area, determining frequency of calls.
Plans and develops suitable sales strategy, consultation with the PS and accompanies the PSO for making a call on medical practitioner, retailer or a hospital to demonstrate to him and help build self-confidence and sharpen his skills.
Guides and instructs PS in compliance of promotional guidelines and adverse event reporting policies and procedures and as related to date expiry products.
Keeps himself updated on the competitors activities through personal visits to medical practitioners, wholesalers and retailers and through systematic collection and analysis of data and statistics and information from PS in the field.
Makes personal visits to customers to build up effective relationship and face-to-face selling and promotion of sale.
Reviews and assesses the effectiveness of sales campaigns and programmes; takes corrective action and recommends improvement in sales planning, sales methods, market coverage and sales administration.
Keeps the Regional Manager informed as required by him on sales achieved, market conditions, competitors activities and the performance of his team members. Makes recommendations on sales strategy, operations and methods and reducing costs.
Demonstrate and promote Pfizer global value system in all interactions.
Demonstrates Leader Behaviors.
Set out targets and objectives jointly for key positions.
Appraise performance on the achievement of targets against predefined objectives and recommends career progression decisions.
Actively focus on subordinate development through performance monitoring, periodical counseling, guiding and coaching.
Ensures all products budgets are met.
Regulates the acceptance and execution of orders within the authorized limits and sees that the customer dues are collected in accordance with credit terms and outstanding are kept to the bare minimum.
Use technology solutions for enabling better information availability.
Use technology developments for adoption in field operations and training.
E. PERFORMANCE MEASURES
Key Performance Indicators
Achievement of District Sales targets.
Cost, quality, time and service parameters.
Field productivity and Key Activities Index.
Training needs analysis/ Competencies development.
Compliance with commercial norms.
Compliance of self and PS with SOPs relating to product promotion and adverse event reporting.
District productivity norms.
Account receivable norms.