Therapy Manager / Medical Representative-
HQ – Ahmedabad, Baroda, Mumbai, Nagpur, Navsari, Pune
Achieve the tertiary and secondary business of the division in the respective territory and therapy by managing relationships with the key stake holders viz. doctors & chemists and by creating prescriptions by marketing the companys brands and providing superior customer service thereby achieving the companys overall Business targets for the division in India .
Key Accountabilities
List the expected end results that must be achieved in order to fulfil the job purpose and the activities that help in achieving these results.
Accountability ClusterMajor Activities / Tasks
I.Achieve the Sales targets by brand marketing against the plan for the yearIdentify the customer-brand matrix by doing appropriate market studies, placing the right product for right customer.
Understand the potential of customer and modifying the selling techniques
Promote the product with the help of scientific tools / publications, demonstrations, PDA, reminder cards etc
Ensure the monthly Doctor Conversion & increasing prescriber base
Drive the business of PPP and NI Products for establishing the brands thereby improving business stability
II.Monitor business details thereby planning the sales achievement Being aware of Primary business orders and stock position at Stockists and create plans for liquidation of the stock and Monitoring Secondary billing
Increase the YPM of the assigned territory
Monitor the Product return, stock and Expiry at the different stockists in the territory
Ensure the Product Availability at all places within the territory
Collect the Competitor Information by conducting RCPA (chemist retailing)
Take PoB (Pen on Book) for the respective products and ensuring billing from stockists
III.Maintain the Basic Working standards for daily operations Maintain the standard Call Average and Chemist Average of concern division as stipulated
Categorise the doctors based on the potential and maintain the Visit Frequency of A++, A+, A and B and provide differentiated services
Update the Must See List (MSL) regularly by identifying the uncovered doctors and dot doctors
Update the Daily Call Report (DCR) on regular basis for recording the days field work
Create and follow Call Planner & monthly Travel Plan
IV.Develop and continuously enhance In-clinic Effectiveness for driving better results and increasing prescriptionsBuild skills to detail all the products which are promoted along with the knowledge of advancements in therapeutic research
Build Ability to discuss the Therapy, indications, applications and Demand the Product prescriptions
Attend the Therapy/ Divisional/ behavioral Training Programs for developing the ICE
V.Manage customer relationship for continued engagement of Key support customersAnswer all the queries raised by the customers related to the therapy/ products & respond quickly to meet customer needs
Conduct and provide academic Services and Activities as approved by the organization to the respective doctors and monitor the ROI from the investments
Promote Cipla Differentials for creating brand recall amongst the doctors
Maintain operating relationships with chemists and stockiest and hospital purchase personnel & Pharmacy-in-charges
Ensure compliances as prescribed by the authorities and the organization like MCI guidelines, UCPMP etc.
Major Challenges
Describe the major challenges you face in carrying out the job, and what you do in order to overcome them.
Difficulty in answering and engaging the customer (Doctors) who are more knowledgeable and experienced in the field than the Therapy Manager
Extremely high and active competition with very limited time to create impact
The actual productive time in a day is limited as majority of the time is used up during the waiting time in front of Doctors cabin
Downward price revisions by the Government may cause loss of business volumes
Key Interactions
Who (internal/external) does this position interact with on a regular basis to perform this role? How often and for what purpose?
InternalExternal
Area Business Manager regular reporting
HO / Therapy managers
HR meetings, Learning & development sessions (as per need basis)Doctors Day to day working (daily)
Chemists Daily basis for market information and business (POB / Secondary sales)
Stockists Limited / less frequent (Business orders, product availability, )
Purchase in-charge in Hospitals and nursing homes
Pharmacy-in-charges
Dimensions
List the data which will reflect the scope and scale of activities concerning the job.
(These should be quantifiable numerical amounts)
Handling business in a territory assigned which has an average business ranging from 2 Lakhs to 7 Lakhs in certain less contributing therapies and from 7 lakhs to 14 Lakhs in major therapies like Respiratory
The business is derived from about 100 180 no. of doctors in the territory and from 3-5 stockiest. The incumbent has to handle about 8-14 different brands with a few SKUs in each brand.
Key Decisions:
List the key decisions this job can take on its own and some key recommendations made to reporting manager (or others) for approval
DecisionsRecommendations
Daily Call planning & Monthly tour planningShall recommend differential services and initiatives for certain set of doctors for business improvement to the Area Business Manager
Brand matrix for doctorsCamps and activities for any particular doctor recommended to the Area Business Manager
Use of different types of material / samples and / or gifts for promotion
Educational qualifications:
Graduate, preferably Science graduate or have studied science up to class XII.
Non Science candidates may be considered, in case of specific experience in the division / industry
Relevant experience:
Good communication skills;
Minimum 6 months of experience in Pharmaceutical sales industry
Pleasant and confident body language
Age should be less than or equal to 29 years
Need to have operating knowledge of computers & smart phones/ tablets
The candidate should be ready to travel extensively
Only Pharmaceutical sales experienced can apply
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