Territory Business Development Manager

3 weeks ago

Mumbai, Maharashtra, India Galderma Full time

Job Title: Territory Business Executive

About the Role:

The successful candidate will be responsible for managing sales activities in a fast-paced environment, acting as a liaison between the company and healthcare professionals, and achieving sales targets under the supervision of the District Sales Manager/Area Sales Manager.

Key Responsibilities:

  • Customer Relationship Management:
    • Update Doctor List on an ongoing basis and identify new potential doctors from the 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 and enter personal details of doctors and 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 the assigned territory and meet all chemists at the right frequency/ intervals.
    • Find out availability of stocks for products and 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.
  • Stockiest Management:
    • Collect the list of distributor and record details of owner/ manager.
    • Inform all stockiest about the bonus and 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 and due payments.
    • Help stockiest liquidate over stocked products.
    • Enquire about status of payment from chemists where POB is supplied.
  • Generating Demands:
    • Visit every doctor-on-Doctor List at the 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:
    • 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.
  • 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 and send to DSM.
    • Update all data on sales diary.

Job Requirements:

  • Education: Professional Graduation in Pharmacy or Science
  • Work Experience: Minimum of 2 years of experience in the field of sales
  • Required pre-requisites skills/experience for this position: Proficiency with MS Office & Basic selling skills.

Skills and Attributes Requirements:

  • Team Effectiveness: Observes sales behavior to identify strengths, weaknesses, and opportunities for improvement. Seeks to fill talent gaps through collaboration with team members to create and execute developmental plans at the team and individual level.
  • Personal Effectiveness: Overcome objections with skill, using examples, logic, data, or other pertinent information. Actively updates himself/herself on the science behind the product. Displays responsibility for own actions and results. Maintains current business, industry, customer, competitive, and financial acumen, and incorporates into work.
  • Execution and Results: Actively nurtures, protects, and develops relationships to higher levels of confidence and collaboration among stakeholders at all levels, based on personal integrity and trust.

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