Job
Description
JOB PURPOSE: The Field Medical Manager (FMM) will provide technical expertise and veterinary support to the small animal veterinary practitioner, veterinary clinic staff, technician, KOLs, Veterinary university academia staff, veterinary students, and all the external stakeholder in the assigned territory. FMM needs to ensure all the scientific resources and technical activities deliver value to all our customers, enhancing Zoetis s brand equity and creating significant competitive advantage at the customer level within and beyond the assigned territory. The person in role is expected to work in close collaboration with field colleagues. FMM will support and enable the team to provide scientific and technical support to our customers about the pet s overall health, disease prevention diagnosis, vaccinations, approved guidelines, and disease control. FMM will be responsible for training, coaching, and improving the technical competency scores of the field colleagues. The FMM is expected to contribute and support development of marketing strategy for product portfolio and services based on medical insights from practicing Veterinarians. FMM will be responsible for the implementation of strategy and execute activities which deliver value to the customer s practice. FMM will be responsible for conducting technical discussion with veterinary professionals, hosting and conducting customer meetings, conducting clinical/field trials, collect product feedback and file prompt pharmacovigilance reports. CORE RESPONSIBILITIES: Strategy Planning Providing technical and product training to local teams to enhance their ability to effectively communicate product benefits and address customer queries. Collaborating with the marketing team to ensure technically sound product positioning and messaging. Organizing and actively participate in the technical seminars, workshops, and webinars to engage veterinary professionals and key stakeholders. Managing customer complaints by coordinating with Global/Regional Teams to provide prompt and effective resolutions, ensuring customer satisfaction. Conducting field trials in collaboration with Global/Regional Teams, including protocol setup, monitoring observations, and preparing detailed reports. Spearhead collaborations with Veterinary colleges through training programs, research, and other academic partnerships. Provide on-ground technical support to the sales team to enhance disease are and product knowledge. Aiding in the development and implementation of technical communication strategies to support business expansion. Supporting the achievement of monthly, quarterly, and yearly business goals through technical advocacy and customer engagement. Plan, implement and coordinate Key Opinion Leader (KOL) engagement plans in line with current and future product development and launches. Support executing the BU commercial strategy. Contribute to the strategic plans made by the CA Business Unit. Provide base input on comprehensive knowledge of customers and markets. Translate medical strategy into tactical execution. Maintain current knowledge of the market, industry trends and competition. Interpret the effects of market trends and opportunities that exist with Zoetis portfolio of products and services. Plan regular field visits with field colleagues. Utilize field time to understand Vet practice related gaps and unmet medical needs and areas that need medical support. Day to day issues affecting field force, and monitor attitudes, skills, morale, and effectiveness. Play an active role and offer veterinary insight at all necessary company meetings, events and training. Function as a lead technical representative in the designated geography on all medico-marketing projects. Continuously upgrading oneself to acquire new skill and knowledge. Customer activities Provide technical support to customers like product information, disease information, diagnostic protocol, blood collection protocol, treatment protocol, vaccination guidelines, control preventive measures, Good clinical practice, etc. Training of internal and external stakeholders. Monitor KPIs to drive the required coverage and frequency with identified target customers and deliver consequent growth. Support in delivering strategic messages and marketing programs to the field force that fit into the context of the Solution Selling model. Support for Veterinary medical conferences during some weekends, as and when needed. Respond to, and resolve customers queries in most professional and prompt manner. Business Unit Support Relationships Support marketing teams by offering market insights to develop medico-marketing initiatives. Work closely with LD team to deliver high-quality technical training for Field Force and engineering team. Work with the Pharmacovigilance (PV) and regulatory team to ensure PV related situations are communicated across all team members as well as support the PV team when needed. Compliance Pharmacovigilance Maintain high standards of business conduct and compliance, adhering particularly to Pharmacovigilance Policy, Global Vet Policy, Zoetis values, travel expenses policy, and local codes of practice. Ensure the proper conduct of clinical activities such as product and diagnostic machines demonstrations. Ensure maintenance of accurate business records. Communicate effectively, sharing account information with other stakeholders Strategy and Planning Develop the account strategy and align activities and account plans to marketing programmes and management direction Develop and maintain account plans based on detailed analysis of the customer s needs Observe industry trends and issues. Identify commercial opportunities when they arise and capitalize on them Use internal and industry data to anticipate factors affecting commercial activity Ensure customer information and activity reports are continuously updated through CRM system Maintain high level of expertise with the evolving portfolio of products, services, pricing and competition Sales Deliver agreed sales targets, growth and market share gains for specified product lines Analyse and interpret territory and customer potential, sales and growth opportunities Ensure clear and specific objectives exist for each occasion of customer activity Identify the decision makers and key influencers in our customers businesses, whether direct or indirect. Use the network of contacts effectively Manage the account towards the goal of linking Zoetis, our products and our services to the long term business needs of the customer Co-ordinate with colleagues in order to achieve positive changes to the customers understanding and use of our portfolio of products, services and pricing. Marketing Activity Develop and deliver marketing activities that achieve appropriate impact, product positioning, market growth and profitability, with consideration for both the short and long term Focus on the customer journey to understand how best to reach the customer at each touchpoint Provide ongoing guidance and training to the Poultry team to ensure all promotional materials, events and PR are supported Create campaigns that allow marketing messages and product information to be easily translatable into the context of the Solution Selling model Manage the Direct Marketing Expenditure (DME) budget using thorough market analysis and appropriate prioritisation. Make calculated judgments that ensure expenditure drives sales Analyse DME spending activities and their effectiveness. Take results of return on investment analysis forward to inform future spends Gather data and feedback from a range of sources - market data, customer visits, field force feedback, market research, publications, conferences and industry contacts. Analyse and interpret; using results of analysis to inform commercial decision making Develop partnerships with our customers based on high quality interactions and exceptional provision of service Implement bespoke solutions for the customer, utilising all available resources and tools Address the specific and individual needs of customers proactively and effectively Work effectively with the team to coordinate available resources in line with account sales Contribute to the success of your team by sharing best practice with colleagues and proactively introducing ideas Share detail of the management of key accounts with colleagues throughout the business Financial Management Compliance Maintain high standards of business conduct and compliance, adhering particularly to Pharmacovigilance Policy, Global vet Policy, Zoetis values, travel expenses policy and local codes of practice. KEY SKILLS: Advanced technical and veterinary skills and knowledge. Knowledge of working in diagnostic labs will be an added advantage. Effective communication skills can translate technical information in clear and concise ways. Customer centricity with a strong service orientation. Exceptional relationship management, people skills and influencing abilities. Analytical thinker makes robust decisions using sound interpretation of information. Effective stakeholder management. MS Excel and PowerPoint is necessary. BEHAVIORS: Our Colleagues make the difference. Practice and role model ongoing learning. Encourage self-awareness and self-assessment. Be an ambassador for continuous improvement and effective change. Promote the value of innovation and quality improvement. Harness the momentum from success and the learnings from failure. Use it to drive the team forward. Always do the right thing Lead a field force of widely trusted and ethical managers who sell responsibly and respectfully. Manage the team with consistency and fairness. Customer obsessed. Create a customer-focused environment where the needs and expectations of customers are the highest priority. Challenge yourself to consider how the work of the team contributes to achieving our Vision. Run it like you own it. Make bold decisions and back them up with knowledge, planning and proven instinct. Find every opportunity for incremental improvement - in sales performance, in behaviours, in processes, systems and ways of working. We are one Zoetis Empower decision making in others. Unlock the potential that exists in the team and grow it. Focus on cooperation, not competition. Take action that brings people together. Develop motivated, positive and empowered individuals and unite them in a high performing team Qualifications (Training, Education Prior Experience): Education: Bachelor s degree in veterinary sciences (BVSc. AH). Master s degree in veterinary science (MVSc) preferrable in clinical and para clinical subjects. Valid state /or national veterinary practitioner registration license. Valid passport. Valid Driving License (2/4-Wheeler) IT literate. Ability to use standard business software like MS Excel and PowerPoint, and other communication tools. Experience: 2-5 years of field experience handling veterinary-related technical support and solutions. Knowledge and experience in companion animal diseases, diagnosis, vaccination, and treatment. Experience of technical engagement with veterinary professionals and other external stakeholders. Experience of working in MNCs with team from diverse backgrounds. Experience of presentation to larger group of vets, KOLs at conferences and meetings. Experience of updating oneself on technical issues and training the team. Language: Good command over verbal and written English. Knowledge of multiple regional languages will be an added advantage Other Skills : Performance driven, Goal setter, Influencing without authority and strong team player. TRAVEL REQUIREMENT: Regular travel within India. Occasional foreign travel. Full time
