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Head - Experts Channel
4 weeks ago
Job Title: Head - Experts Channel
Work Location: India, Mumbai HQ
Function: Customer Development, Experts
Responsibilities
- Provide leadership and guidance to the Expert Team on field deployment, brand promotion, and measurement of productivity and Training.
- Drive strategic business projects on Go-To-Market's (GTM), products & Engagement plan to reach Health Care Professionals (HCP) and the relevant community, while tapping into emerging opportunities.
- Coordinate with demand fulfillment team and the marketing teams to ensure stock availability at various locations.
- Ensure good understanding & implementation of Expert compliance processes.
- Garner prescription share for the Expert detailed portfolio by strengthening credibility with Key Opinion Leaders (KOLs), and medical bodies like IDA, IAP, FOGSI, etc..
- Achieving the top line and bottom line targets of the division as per the all-India business growth plan. Collaborate with the Expert marketing team towards converting key field insights into meaningful and impactful marketing interventions.
- Create GTM plans in tandem with the marketing teams, looking at business priorities. Synergize wherever possible, build meaningful partnerships to ensure HCP reach is effective and efficient.
- Ensure higher collaboration to win in pharmacy with new products, drive use of SFE analytics in decision making, higher execution scrutiny by Global categories, market work with cross functional teams.
- Establish & drive review cycle meetings with Business, Regions, GM-Integration, Executive Sales Director, Customer Marketing, & Supply Chain.
Requirements
- 18+ years of experience from FMCG, MNC organizations with expertise in Dermatology & Pharma Division, MBA from a premier campus.
- Candidate must have handled a National Sales Manager role with a team size of 200+ field force.
- The incumbent will need to understand and communicate the benefits/ mode of action for nutritional products that the team will be promoting to doctors. The person will have to have a good understanding of anatomy and physiology.
- Strong understanding of Compliance, as the incumbent will also be responsible for compliance and shall ensure processes that will help grow medically promoted brands at the national level.
- Strong understanding of macro healthcare trends and emerging opportunities.
- Ability to make decisions based on cutting-edge analytics and tools to keep the business on course.
Additional Information
- GTM: Trade channel and a Hospital Channel
- Planning: Planning entails the forecasting of Business based on prescription growth and category & brand P/Ds to arrive at the overall Expert revenue impact.
- Execution: Define & deliver KPI norms for the Expert team against established metrics & measures, while maintaining & adhering to company Values.
- Insights: Providing market insights to further support brand and category opportunities & for new product launches.
- Collaboration: Work with Expert Regions, Regional Heads, GM-Integration, Sales Director, Customer Marketing, SCM, Outsourced Agencies, Category teams, LOC Marketing, Expert Marketing, Training, and SFE.
- External Interactions: HCP communities, Congresses, Scientific engagement with KOLs, Academic institutions, HCP Training bodies.
- Talent & Performance Management: Performance management of individuals, training need assessment- internal & external, development planning, succession, talent retention, career continuity for Expert field force.
- Engagement & Empowerment: Create a high-performing organization with high employee engagement & empowerment. Foster diversity and opportunities for career growth. Empowering the managerial team to take smart risks and impactful business decisions to ensure high growth.
