Regional Manager- 1st Line (Pharma)

Role & responsibilities

A Regional Manager will report to a zonal manager. The incumbent will function in a supportive, advisory and supervisory role to the Medical representatives.

The RMs job functions are:

I Responsible for the achievement of a region's sales targets:

• To assist the zonal manager in sales forecast for the region by giving yearly projections based on the previous years sales and potential of the market.
• To provide the H.O. with a three month rolling forecast on a monthly basis (unit-wise and product/pack-wise).
• To support and guide the MRs in the preparation of the territory-wise sales budget in accordance with Company's objectives/guidelines.
• To monitor the region's achievement, vis-a-vis targets.
• To institute corrective actions, if the achievement does not match the Company's objectives.
• To explore the possibilities of increasing the business of the Company by expanding the market share for the Company's products in his region.

II Responsible to be a vital member of the market intelligence system:

• By reflecting changing trends in customer needs.
• By providing feedback on the effectiveness of the product promotional
• strategies.
• By reporting competitors activities
• By highlighting general market trends and future potential.

III Team Management

• To understand the MRs behavior, influence their attitudes positively, motivate, provide guidance and knowledge for meeting challenges in the market.
• To support the MRs to develop themselves as potential candidates for their career growth, and to recommend and organize their training needs.
• The RM will timely submit all required reportsweekly updates, team tour programs, activity reports, monthly feedback and expenses statements, as well as stock and sales datato the Head Office, while also analyzing MRs and PSOs' expenses for compliance with company norms, addressing any discrepancies with both the concerned staff and the Head Office, and monitoring MRs' leave records.

IV Responsible for managing relationship with key accounts -

• To obtain hands-on experience and also to assess the effectiveness of the Company's strategies.
• To collect and analyze market information as inputs for developing product promotional strategies.

V Joint work with MRs

• The RM will visit the MR territories with specific objectives, which will be
• communicated by writing in advance to the MRs and at the end of each
• visit, record accomplishments/non-accomplishments of those objectives together with the MR
• The manager must provide on the job training/coaching to MRs in the areas of their need

a. Assess & coach before the start of the field work

b. Pre-call briefing

c. During the call

d. Post-call debriefing

e. Coaching session

f. Follow-up

VI Promotional strategies & special campaigns:

• The RM will guide the MRs to conduct special campaigns in their region.
• The RM will liaise with H.O. to support the MRs to conduct medical camps, seminars and academic sessions in their territories.

VII Responsible for the launch of new products as per the Company's strategies:

RM will co-ordinate new products launch activities together with concerned field

staff in the region. The RM will guide and support team members in:

• Pre-launch activities
• Launch activities
• Post- launch activities.