Territory Business Executive

1 week ago

Mumbai, India Galderma Full time

With a unique legacy in dermatology as well as decades of cutting-edge innovation, Galderma is the leading company solely dedicated to skin and advancing the future of dermatology.

We look for people who focus on getting results, embrace learning and bring a positive energy. They must combine initiative with a sense of teamwork and collaboration. Above all, they must be passionate about doing something meaningful for consumers, patients and the healthcare professionals we serve every day. We aim to empower each employee and to promote their personal growth all the while ensuring business needs are met now and into the future. Across our company, we embrace diversity and respect the dignity, privacy and personal rights of every employee.

At Galderma, we actively give our teams reasons to believe in our ambition to become the leading dermatology company in the world. With us, you have the ultimate opportunity to gain new and challenging work experiences and create unparalleled, direct impact.

**Job Description**:
Role Overview

Manage sales activities in fast-paced business environment, act as a link between the company & healthcare professionals and aims to meet sales target, under the supervision of the District Sales Manager/Area Sales Manager

Job Requirement
- Education: Professional Graduation in Pharmacy or Science
- Work Experience: Minimum of 2 years of experience in the field of Pharma sales in Chennai
- Areas to Cover: Adyar to Tambaram
- Required pre-requisites skills/experience for this position: Proficiency with MS Office & Basic selling skills

Roles & Responsibilities:

- Build business relationship with customers in territory and achieve sales target month after month.
- Attend company meetings regularly; collect technical data, presentations, and briefings.
- Monitor what are the competitive companies doing, about their products and what steps they are taking steps for promotion of their products.
- Receive feedback and comments on products from 9dermatologists and forward appropriate information to managers.
- Maintain customer data, calls, another sales data & update in computer database.
- Build a strong rapport with customers and doctors to drive continuous business
- Arrange CME/RTM monthly or as required to encourage customers and providing academic interests in our brand/products.
- Assist customers on medical/academic queries/questions whenever required from medical database maintained in HO.

Customer Relationship Management:

- Update Doctor List on an ongoing basis & identify new potential doctors from your assigned territory.
- Correct brand matrix through effective RCPA.
- Identify influencing factors for Doctors: Early adopter of a molecule/ knowledge oriented / service minded (CRM), etc.
- Collect & enter personal details of doctors & assess current share of prescription.
- Enquire about competitor activity on doctors.
- Plan the visit as per divisional need like one / two / three visits.
- Open call effectively, seek / demand for Rx product, close the call AFTB way.
- Detailing with VAF / LBL / inputs effectively.
- Clarify doubts / objections and use right references.

Chemist Management:

- Identify all potential chemists in your assigned territory and meet all chemists at right frequency/ intervals.
- Find out availability of stocks for products & enquire about short expiry products.
- Find out competitor sales by brand name.
- Inform all chemists about the bonus and special schemes offered by the organization

Stockist Management:

- Collect the list of distributor and record details of owner / manager.
- Inform all stockist about the bonus & special schemes offered by the organisation
- Provide details of batches supplied and payment methodology.
- Prepare list of chemists / hospitals / doctors where supplies are made.
- Generate Stock & Block (S&B) orders from specific customers to boost sales.
- Visit nominated stockiest regularly and follow division requirement.
- Follow up for billing of orders & due payments.
- Help stockist liquidate over stocked products.
- Enquire about status of payment from chemists where POB is supplied.

Generating demands:

- Visit every doctor-on-Doctor List at right frequency as per plan.
- Plan detailing for the brands accurately
- Consistently demand prescriptions from the doctor for the products.
- Provide all planned inputs to doctors on time.
- Politely sensitize doctor when prescriptions are declining.
- Take POB from the mapped chemists for right stock availability.

Implementation of marketing/ sales strategy communicated by Marketing department/ Senior Management/ Line managers:

- Attentively listen and understand strategy and inputs during CSM.
- Clarify with Marketing / DSM / RM / ZTM when in doubt.
- Study Dermpower thoroughly.
- Practice VAF / detailing story for LBL.
- Plan each call with details and update the same on SFA module.
- Execute the call as per plan without deviation.
- Use all chemist inputs as per plan.
- Sh

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