Territory Business Manager

Position: Scientific Business Officer

Incumbent: O1-1A

Supervisor and Position (L+1): Regional Sales Manager

Superior and Position (L+2): Sales Manager

PURPOSE

To generate prescription through science based communication within assigned territory by implementing defined strategies. Also ensure product availability at chemist stores to prevent Rx substitution.

OPERATING NETWORK

The role holder works in active collaboration with PMT ,Distribution and services the following customers Doctors, Stockists, Chemists ,Purchase Officers in hospitals .

MINIMUM REQUIREMENTS

Required Education:

Science Graduate/ B Pharm. MBA will be desirable.

Minimum Experience

Minimum 3-5 Years’ Experience in niche therapies (critical care/Vaccines/super Speciality)

Knowledge:

What Knowledge is required?

How will it be used?

Basic Anatomy

To understand science related to our products

Basics of Marketing & Sales

To understand the marketing strategy and appreciate the brand communication prepared by Marketing

Computer Knowledge (MS Office, Internet)

To use various IT Applications (Palm, MS Office etc) in day to day operations of field sales.

Product Knowledge

Of the assigned therapy to have a confident communication with the doctors.

Key Skills Required:

Particulars

1Communication – In chamber communication. Positive body language in front of the customers.

2Influencing – selling the perception created by the PMT to the doctors. Convincing the chemist/ stockist to keep the stocks.

3High Energy Level – to cover his/ her territory and achieve targets of coverage of all levels of customers. i.e. doctors, stockist, chemist etc

4Learnability – to inculcate the product knowledge and marketing strategy related to products every quarter and quickly convert it to Rx in the doctor’s chamber.

5Decision Making – CRM Investments decisions to be taken..

6Comprehensions – to comprehend articles/ journals related to molecules and engage the doctor in a dialogue.

7Perseverance – To face the high rate of rejections associated with this job and keeps the spirits high.

8Analytical Skills – to analyze the performance.