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 Pfizer policies and procedures.
Operational / Process
Regularly visit chemists in the area to ensure sale of Pfizer’s 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 Pfizer 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 .
Pfizer is an equal opportunity employer and complies with all applicable equal employment opportunity legislation in each jurisdiction in which it operates.
Sales