Job Description
Responsible for achieving product-wise and rupee-wise sales targets in the assigned territory through effective implementation of company's sales strategy, develop market and build company’s brands through engagement with stakeholders, and providing on-the-ground market reports/intelligence
Key Accountabilities
- Identifying and mapping key stakeholders in the assigned geography, in order to implement the company’s marketing campaigns and projects (with help from Area Sales Manager)
- Regularly engaging with doctors on a continuous and consistent basis to detail and promote the company’s products, handle queries and objections and close the call by demanding prescriptions
- Adhere to the Sales effectiveness KPIs of call average, frequency, coverage, personal order booking, and others (full responsibility)
- Meet the C&FA agent if it is situated in his/her territory, to ensure that the product is supplied on time to the stockist and to place the indent to the company
- Meet the stockists regularly and ensure that they have adequate stocks to service retailers and in turn purchase the products from the C&FA agent regularly
- Conduct prescription audits regularly in the territory with the retailers to
- Screen the doctor's list
- Evaluate the outcome of the previous visit to the particular doctor
- Understand the competitors’ strategies and identify competitors’ prescribers
- Book orders and ensure product availability
- Assist the Ares Sales Manager in strategic segmentation of doctors for high-value inputs and support in gently persuading the doctor to ensure the adequate input-output ratio
- Provide feedback regarding competitor’s activities and other relevant developments to the sales leadership
- Conduct CME, PEP, and other relevant activities as and when necessary after obtaining appropriate approvals from superiors
- Maintain discipline in timely completion of processes like daily call reporting, monthly reporting, adhering to the tour programs, updating doctor contact cards
- Strive for results & commit to customers: engaging new/strategic doctors (Cardio, others), conversion & increase in Spread & Harvest
- Transversal collaboration with other teams/businesses, as needed
Nature and scope of Main accountabilities
- Compliance with Novo Nordisk principles and internal legal laws and to defend company interests. Nevertheless, as a requirement of the business ethics; to defend the confidentiality of company’s as well as the patients’ secrets, business plans, ideas, and strategies against third parties.
- Act in line with ethical standards, company procedures, and Novo Nordisk Way
Purpose and subject of interaction with internal/external customers and key contacts
- Ensure and maintain customer focus
Challenges with regard to innovation and change
- Independence to act within his own area subject to the strategies of the sales department
- Low to Medium degree of independent decision making with reference to the department.
Education qualifications
- Graduate in Pharma / Science
- M. Pharm/MBA is added advantage
Work Experience
- Minimum 4 Years Pharma Sales Experience in good pharma MNCs
- Exposure to Diabetes or similar advanced therapies (Oncology, Cardiology, etc.)
Competencies
- Customer Centricity Proficient
- Innovating in a changing environment Proficient
- Making Things Happen Proficient
- Business & Industry Understanding Proficient
- Personal Leadership Proficient
Personal Attributes
Must have
- High performance and process orientation/achievement quotient
- Scientifically inclined
- Passionate about the product
- Flexible / solution-oriented
Good to have
- Positive attitude & self-belief
- Inspiring trust & confidence
- Digitally savvy
- Learning Agility