Cadila Pharma

JOB SUMMARY/ PURPOSE:
The incumbent will be responsible for: Achievement of budgeted sales targets for the area through the
development & channelizing the efforts of the team of field officers, ensuring customer (KOLs, other
Doctors and chemists) development, products, markets and through effective implementation of
marketing programs
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

JOB DESCRIPTION

- 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
Job Specifications
1. Ideal candidate would be a Science graduate ideally with previous experience of first line
management or a candidate from MNC companies with excellent process orientation and aptitude.
2. Good interpersonal skills, team work, analytical ability etc
3. Good communication skills, attention to detail, execution skills
Note: This is only an indicative list of key duties and this may change from time to time as per business
needs. Advancement (both salary and growth) will be based on assessment of competencies, experience,
knowledge and performance as determined by company requirements and based on the evaluation by the
company. Employee on probation will have to complete the probation assessment which includes,
interview / review meetings, projects and /or written examination.

Job Details

Skills Required

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