Territory Business Executive

6 months ago

Kochi, India Galderma Full time

With a unique legacy in dermatology as well as decades of cutting-edge innovation, Galderma is the pure-play dermatology category leader, present in approximately 90 countries. We deliver an innovative, science-based portfolio of premium flagship brands and services that spans the full spectrum of the fast-growing dermatology market through Injectable Aesthetics, Dermo-cosmetics, and Therapeutic Dermatology. Since our foundation in 1981, we have dedicated our focus and passion to the human body’s largest organ - the skin - meeting individual consumer and patient needs with superior outcomes in partnership with healthcare professionals. Because we understand that the skin we’re in shapes our lives, we are advancing dermatology for every skin story.

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 promote their personal growth 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 bold 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 an unparalleled, direct impact.

Job Title: Territory Business Executive

Location: Cochin

Job Description:
- 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.

Key Responsibilities:
- 1. 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.

2. 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.

3. Stockiest Management:

- Collect the list of distributor and record details of owner / manager.
- Inform all stockiest about the bonus & special schemes offered by the organization.
- 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 stockiest liquidate over stocked products.
- Enquire about status of payment from chemists where POB is supplied.

4. 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.

5. 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.
- 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.
- Share the feedback with the marketing team from the customers, that further boost in clinic confidence.

6. Data Management:

- Enter monthly plan on sales force automation module on timely basis.
- Update changes/ modifications if any on timely basis.
- Maintain a daily work diary, ensure everyday work plan is written before starting a work and note down discussion once you met the Drs.
- Update expense statement after reporting work.
- Take stockiest sales statement, compile it on timely basis every month & send to DSM.
- Update all data on sales diar

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