Area Business Manager

FIRST LINE manager

About the Role

Position Title / Designation

First Line Manager

Reporting To

Second Line Manager

Age

Around 32 years

Location of Work

Across India

Experience

Around Experience 7 years :

Around 1-2 years of experience as FLM either in Nutrition or 2-3 years in Paed & Gyn.

He has to be 100% achievement in one of the last two years

Preferably from Top Nutrition or Paed / Gyn Companies

Qualification

B. Pharm / B.Sc.

Job Description

Sales Achievement:

1. Achieving monthly sales target(Primary & Secondary) year after year.
2. Conduct Joint Field Work (JFW) with TBMs mainly focusing on demonstrating to TBMs on Doctor Conversion, weekly target achievement & root-cause identification for non-achievement of targets.
3. Coach & guide TBMs during JFW in achieving weekly sales targets and Doctor conversion
4. Execute mitigation plan for the identified root-cause & to achieve set targets
5. Pursue and Track continuous Rx generation from the prescribers
6. Make sure conversion of non-prescribers every month from each Territory.
7. Retail Chemist Prescription Audit (RCPA) for reviewing Drs List periodically.

Customer delight (Highly satisfied customers):

1. Potential Customer Identification & Selection for promotion
2. Potential Customer Coverage with right duration, frequency and Brand/therapy/company promotion Strategy execution
3. In-Clinic Performance feedback loop to create highly satisfied customers
4. Should focus on Continues addition of loyal Customers
5. FLM have to make sure retail availability, which involves proper RCPA, checking and demonstrating the process to ensure every prescription is honored

pROCESS:

1. In clinic performance of each TBM should be monitored and ensure TBMs gives good in clinic performance through Product selection, Communication, Objection handling and demanding prescriptions, taking performance feedback Adhering to JFCR process
2. Adhering to SFA Compliance
3. Timely Submission of monthly Tour plan
4. Should maintain Brand Per Doctor and Doctor Per Brand" matrix
5. Conduct weekly sales review of TBMs w.r.t. target, achievement, Doctor conversion, Root of low conversion (if any)
6. Identification of learning needs of TBMs and providing requisite using JFCR.

Compliance:

1. All TBMs submit Daily Call Report (DCR), Campaign / activity / JFW report  through SFA
2. All the TBMs should maintain Customer visit frequency as per the defined strategy.
3. Core Missed Doctors should be visited at first opportunity.
4. Daily Monitoring of all the deviations related visit frequency, BPD and DPB. Create execution plan to reduce or cover up the deviations.
5. Regrettable Attrition should be less than 10%.
6. Identification of learning needs of TBMs and providing requisite.

Execution excellence:

1. 100% execution of brand activities and Customer Communication
2. 100% implementation of Marketing Strategies
3. Retail availability before brand promotion.
4. No product expires at retailer & stockiest
5. Keep vigilance on competitor's activities and recommend any necessary tactical Execution.
6. Suggest Customer specific Marketing inputs

What can Candidate expect?

• An opportunity to grow fast ..
• A Platform for Personal Development
• A competitive Compensation and Incentive Structure
• Challenging work environment and Exposure to manage complex...
• Open Door Culture
• Be part of an exciting growth journey of Panacea...

Skill set requirement

• Desire to earn
• Should have understanding of relevant therapy
• Should have connect with 30-40 Paediatricians
• Have an established track record in achieving results and targets
• Understanding of competitor's strategy/moves in the territory assigned
• Ability to Coach/ mentor MRs and demonstrate the process to handle various difficult situations.
• Ability to manage & measure work.
• Ability to motivate and build effective team.
• Ability to build strong connect with doctors/ stockiest/ retailers/ distributors
• Good analytical and communication (verbal & written) skills
• Good Interpersonal skills.
• Hardworking, Sincere & Committed
• Good knowledge about the Territory
• Ability to persuade

About US

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