Head of Sales

🚀 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 Unnati 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 via Unnati 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.