Regional Sales Manager

2 weeks ago

Odhav, India Panacea Biotec Full time

Job Description Sales Achievement: Achieving monthly sales target(Primary & Secondary) year after year.Conduct Joint Field Work (JFW) with TBMs mainly focusing on demonstrating to TBMs on Doctor Conversion, weekly target achievement & root-cause identification for non-achievement of targets.Coach & guide TBMs during JFW in achieving weekly sales targets and Doctor conversionExecute mitigation plan for the identified root-cause & to achieve set targetsPursue and Track continuous Rx generation from the prescribersMake sure conversion of non-prescribers every month from each Territory.Retail Chemist Prescription Audit (RCPA) for reviewing Drs List periodically.Customer delight (Highly satisfied customers): Potential Customer Identification & Selection for promotion Potential Customer Coverage with right duration, frequency and Brand/therapy/company promotion Strategy executionIn-Clinic Performance feedback loop to create highly satisfied customersShould focus on Continues addition of loyal CustomersFLM have to make sure retail availability, which involves proper RCPA, checking and demonstrating the process to ensure every prescription is honoredProcess:In clinic performance of each TBM should be monitored and ensure TBMs gives good in clinic performance through Product selection, Communication, Objection handling and demanding prescriptions, taking performance feedback Adhering to JFCR processAdhering to SFA ComplianceTimely Submission of monthly Tour planShould maintain “Brand Per Doctor and Doctor Per Brand” matrixConduct weekly sales review of TBMs w.R.T. target, achievement, Doctor conversion, Root of low conversion (if any)Identification of learning needs of TBMs and providing requisite using JFCR. Compliance: All TBMs submit Daily Call Report (DCR), Campaign / activity / JFW report through SFAAll the TBMs should maintain Customer visit frequency as per the defined strategy.Core Missed Doctors should be visited at first opportunity.Daily Monitoring of all the deviations related visit frequency, BPD and DPB. Create execution plan to reduce or cover up the deviations.Regrettable Attrition should be less than 10%.Identification of learning needs of TBMs and providing requisite. Execution excellence: 100% execution of brand activities and Customer Communication100% implementation of Marketing StrategiesRetail availability before brand promotion.No product expires at retailer & stockiestKeep vigilance on competitor’s activities and recommend any necessary tactical Execution.Suggest Customer specific Marketing inputs What can Candidate expect?An opportunity to grow fast …..A Platform for Personal DevelopmentA competitive Compensation and Incentive StructureChallenging work environment and Exposure to manage complex…...Open Door Culture……Be part of an exciting growth journey of Panacea…..….Skill set requirement Desire to earnShould have understanding of relevant therapyShould have connect with 30-40 PediatriciansHave an established track record in achieving results and targetsUnderstanding of competitor’s strategy/moves in the territory assignedAbility to Coach/ mentor MRs and demonstrate the process to handle various difficult situations.Ability to manage & measure work.Ability to motivate and build effective team.Ability to build strong connect with doctors/ stockiest/ retailers/ distributorsGood analytical and communication (verbal & written) skillsGood Interpersonal skills.Hardworking, Sincere & CommittedGood knowledge about the TerritoryAbility to persuade About US Please visit our website www.Panaceabiotec.Com

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