Head of Sales
4 days ago
New Product Launch Execution
- Strategic Alignment
: Ensure launch plans reflect marketing strategy through targeted preselection. - Availability Assurance
: Collaborate with SCM to guarantee timely product availability. - Impact Planning
: Design high-impact launch plans with clear milestones and ownership. - Capability Building
: Conduct quarterly scientific training to upskill sales teams. - Feedback Loop
: Capture field insights and share with PMT to ensure readiness.
New Product Launch Monitoring
- Field Executio
n: Use
Unnat
i to monitor doctor coverage, engagement frequency, and input distribution - Performance Trackin
g: Review launch progress via trackers and structured reviews with SMs/RSMs - Stock Coordinatio
n: Align with PMT & SCM to ensure optimal stock levels at CFAs - KOL Activatio
n: Build and leverage a KOL pool to drive product advocacy and early adoption
.
New Product Launch Audit
- Sales vs. Target Revi
ew: Analyze actual performance against launch target - Execution Aud
it: Evaluate launch implementation vi
a Unna
ti and trim inde - Corrective Acti
on: Share insights with RSMs and initiate course correction - Stock Health Che
ck: Assess CFA stock status and advise SCM/sales on replenishment
Existing Product Sales Strategy
- Market Intellige
nce: Analyze IMS data for RPM vs. DRL performance - Forecast
ing: Develop bottom-up annual forecasts, broken down monthly - Target Finalizat
ion: Collaborate with BU/vertical heads to set and cascade targets - Process Governa
nce: Monitor field compliance via cycle reviews and plan evaluations
Supply Chain Optimization
- Distribution Expan
sion: Identify tier-2 market gaps and recommend new stockists - POB Coordina
tion: Align with VIVA and SCM for special order bookings - Launch Sup
port: Ensure robust distribution for new product rollouts.
Territory Data Management
- Coverage Benchma
rking: Use industry and IAP data to assess doctor coverage - Data Hy
giene: Ensure monthly updates of doctor lists by PSR's
Customer Relationship Management
- Compliance Ass
urance: Enforce MCI guidelines through control mechanisms. - CME St
rategy: Finalize CME calendar with PMT and identify cost-effective KOL speakers - Prescriber
Growth: Drive ROI-focused engagement to expand prescriber base.
Strategic Growth & Innovation
- Opportunity Identif
ication: Use market insights to propose new initiatives (e.g., pediatric dermatology - Resource P
lanning: Assess capability needs and define execution milestones - Execution Exc
ellence: Monitor progress and initiate corrective actions as needed
People Development & Retention
- Performance Ma
nagement: Conduct goal setting, appraisals, and coaching. - Talent Acq
uisition: Participate in recruitment and onboarding - Training
Strategy: Identify and deliver capability-specific training. - Retention
Planning: Recommend strategies to maximize team engagement and performance.
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