Territory Manager

Territory Manager – Science graduates with minimum 3-4 year of pharmaceutical experience. Self-driven, initiative taking, collaborative individuals with good communication skills; fast learning and experimentative with domain knowledge of pharmaceuticals.

TERRITORY MANAGER ;

Position: Territory manager
Reporting to : Area Sales Manager

PURPOSE

Prescription generation through promotion of products within assigned territory by implementing defined strategies. Also ensure product availability at chemist stores to prevent Rx substitution.



OPERATING NETWORK

External Internal External

Customers
-Doctors
- Chemists
- Stockists/ Line boys
- Purchase officer at hospitals
and institute Training
- Nurses and attendants HR/ EST
- Social Associations
- Patients
- Vendors (Travel SM MR RSM
Agents/ Hotels)


CFA
Unnati





MINIMUM REQUIREMENTS

Required Education:
Graduate (Science / Pharmacy preferred) with consistent record, plus MBA (desired).

Minimum Experience
1-5 years Sales Experience


Knowledge:
What Knowledge is required?How will it be used?Basic AnatomyTo understand science related to our productsBasics of Marketing & SalesTo understand the marketing strategy and appreciate the brand communication prepared by MarketingComputer Knowledge (MS Office, Internet)To use various IT Applications (Palm, MS Office etc) in day to day operations of field sales.Product KnowledgeOf the assigned therapy to have a confident communication with the doctors.

Key Skills Required:
Particulars1Communication – In chamber communication. Positive body language in front of the customers.2Influencing – selling the perception created by the PMT to the doctors. Convincing the chemist/ stockist to keep the stocks.3High Energy Level – to cover his/ her territory and achieve targets of coverage of all levels of customers. i.e. doctors, stockist, chemist etc4Learnability – to inculcate the product knowledge and marketing strategy related to products every quarter and quickly convert it to Rx in the doctor’s chamber.5Perseverance – To face the high rate of rejections associated with this job and keep the spirits high.




ROLE

Responsibilities:
ParticularsPersonally Do / EnsureWeightage (%)Frequency1Sales Target Achievement - In order to achieve growth and profitability in a given territory by generating prescriptions
- Communicates and influences the doctor to prescribe products and has a top-of-the mind recall of the products
- RCPA - Check availability of doctor's requirement with the retailer and in case of non availability, book orders for retailers and stockists.
- Do regular potential analyses by auditing the prescriptions received by retailers, so as to understand the prescription trends of doctors, and modify communication strategy used accordingly so as to position products in a favorable manner
- In Chamber Communication

• Based on the doctor product matrix, call objective, RCPA Finding etc position the call to achieve the objectives.
• Carry out the communication in the chamber by detailing products, discussing literatures or any study with the doctor.
• Demand specific prescription support from the doctor.

- Ensure all the inputs are invested as scheduled without deviations/dilutions of HO strategiesDO50Ongoing2CRM and Business Development - In order to build customer and market base for achieving present and future business objectives

- Understand the psyche of the doctor and ensure communication accordingly; Keep track of specific customer needs and provide feedback regarding the same to ASM / RSM / HO
- Device innovative approaches and strategies to build strong relationships with doctors.
- Analyse doctor's behavior and combat unfavorable behaviors (like disinterest, favoring competitors etc) by adopting the right strategy DO15 On going3Compliance to field processes - Follow all the field processes as defined in the SOPs
- Daily / Monthly Plan of Doctor, Chemist, Stockist Coverage
- Doctor Coverage – Core / Non core
- RCPA
- Sync of daily call reports
- Expense Statements
- STP & SFC
- Updates customer list as and when required

In order To ensure effective implementation of strategiesDO15Need Based4Stockist Management – In order to ensure a good relationship with stockist and correct and timely sales reporting

- Collection of Weekly and Monthly Secondary statement and analyze the same to assess the movement of products for better planning of subsequent week / month
- Sharing feedback about customer/ activity with stockist for adequate product availability
- Liquidation plan for near expiry and slow moving products
- Breakage management
- Ensure sales closing and formula order generation at each stockist.DO10Need Based5New Product Launch - In order to ensure successful launch of new products
- Conduct surveys for understanding the potential market for the new product
- Launch activities/ camps/ CME’s etc as per plan to gather momentum for Rx for new products in liaison with PMT.DO10Need based