Cadila Pharma

PRINCIPAL ACCOUNTABILITIES:
1. Achievement of Budgeted Sales Targets
Achievement of overall Monthly Sales Targets leading to achievement of Annual Sales Targets 
Achievement of Brand-wise Sales Targets esp. for Thrust Brands 
Ensuring achievement of targets by each FO territory and maximizing productivity 
Improve business hygiene by reducing sales returns & expiries 
Effective forecasting to ensure smooth availability & distribution of products 
Co-ordination with business partners/ distribution 
Ensuring achievement of collection targets 
2. Customer Development/ KOL Development
Development of brand specific core customers & develop their business contributions 
Monitoring the efforts of field officers with specific focus on ensuring Dr Call Average of 12 and minimum 95% MCR coverage 
Supporting the implementation of strategic alliance programs for maximizing ROI from KOLs through ensuring periodical visits as 
mandated by HO 
Development & sustenance of relationships of KOLs through personal visits 
Periodically track the contribution from KOLs and ensure interventions under the guidance of SMs in protecting & developing the 
business from KOLs 
3. Product Development
Identification and development of core customers for each product and maximizing their returns 
Developing mechanisms to track the performance progress of these products and addressing gaps if any 
4. Team Development/ Competence Development
Developing the in-clinic effectiveness through channelizing the efforts of Field Officers in terms of Right Customer, Right Product and 
ensuring Right Frequency of visits 
Improving in clinic competence of FOs by developing their product knowledge, application of selling skills through joint call coaching 
Development of teamwork and culture amongst the FOs 
Ensuring business process discipline & hygiene 
Planning & Organizing the efforts of self/ team 
Efforts to retain the team and filling up of vacancies if any 
5. Effective Implementation of Marketing Programs
Ensuring effective implementation of marketing programs (CMEs/ Symposiums/Camps etc) thereby develop key brands in each territory
through a team of FOs 
Periodically track the implementation of marketing programs and address the gaps if any 
Preparation of action plans during cycle meetings with an objective of improving implementation 
Tracking the efforts of team members in terms of call average and coverage through Phyzii and ensuring compliance 
Implementation of local strategies under guidance of SMs 
6. Reporting & Administration
Timely Phyzii reporting of Self & ensuring the discipline of FOs in timely reporting of Phyzii as per timelines 
Maintaining the secondary sales & primary sales records of each territory and ensuring the same in case of FOs 
Updation of MCR, Chemist list and Institution list on a periodical basis as mandated by HO 
Ensuring effective DWP and implementation of the same 
Ensuring discipline through control tools like STP, TP and other monitoring tools

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