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We require ONLY Pharmaceutical Experience. Kindly share Cv at email@example.com
Target Achievement: To set and achieve the monthly, quarterly and annual sales targets, product wise and unit wise head quarter wise for the region
Business planning for the region with HQ as a Profit Centre:
Plan targets, activities, resource deployment in order to achieve the business objectives of the organization
Prepare targets for each HQ product wise and unit wise in alignment with the business plan of the organization
Plan for resource deployment and utilization in alignment with prevailing strategy and policies of the organization for
People (strength and HQ allocation) Stock requirements (supply chain linked forecast) Expenditure (regional promotional budgets / campaigns, town coverage)
Samples and promotional material, on call activities
Ensure effective sales activity and incentive plan is cascaded to each ASM and ME and its implications and benefits duly explained.
Plan and execute own and ASMs tour programs and joint field work.
Planning, Executing & Overseeing Call & Non-Call Activities
Successful planning and execution of call and non-call activities as per the norms and strategy of the organization in coordination with reporting manager.
Ensuring that all sales related activities are performed within the allocated expense budget and that the expected ROI is delivered
Ensuring KRA fulfilment by ASMs which requires
Regular joint field work primarily with MEs for developing ASMs effectiveness and maintain a connect with MEs
Ensuring that the MEs maintain the right call average, coverage, frequency
Fixing daily and weekly sales targets and reviewing them regularly to track any shortfall in achieving these targets and take timely corrective actions
Continuously reviewing activity, sales and other parameters with respect to KRAs of the ASM to ensure that it is achieved within the defined timeframe
Coordinating materials management with reporting manager, distributors branch and HO for stock, promotional materials and samples
Validation of customer lists and brand matrix through territory knowledge and field work
Acquiring new customers (including institutions), geographies (including new HQs, interiors) and other business development initiatives
Contingency planning and execution in the event of vacant areas or temporary loss of representation
Problem solving escalated by ASMs
Stakeholder Management: Create key customer list and manage the relationships through understanding and recording their motivations, needs and expectations and servicing requirements within company norms and MCI regulations.
Identifying and developing relationships with key stockists, referral chemists, doctor/trade/ other associations and key influencers for his/her region
Reporting & Feedback: Ensure reporting of sales activities for the regions including
Timely reporting on JFWR (joint field work report), tour program, expense statement, key customer reports, call and non-call activity reports
New products performance, campaign implementation and any other daily / monthly / weekly report/online tool as may be required from time to time
Ensuring that the feedback of customers is responded to within the agreed timeframe
Ensure stability of ASMs/MEs in respective head quarter to maximize relationship building with customers and key stakeholders.
Maintain a database of probable talent should the need arise and ensure shortest possible lead time in the event of a vacancy.
Enhancing managerial skills with a focus on process adherence, implementation and people development.
Enhancing customer profiling, key account management, and psychological persuasion skills
Knowledge of competing products (brands, composition, indications, mode of action, dosage, pricing and bonus offer)
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