Founded in 1849, Pfizer is the world's premier biopharmaceutical company taking new approaches to better health. We discover, develop, manufacture and deliver quality, safe and effective prescription medicines to treat and help prevent disease for both people and animals. We also partner with healthcare providers, governments and local communities around the world to expand access to our medicines and to provide better quality health care and health system support. At Pfizer, colleagues in more than 90 countries work every day to help people stay happier and healthier longer and to reduce the human and economic burden of disease worldwide.
Post: Regional Business Manager- PCH -New Delhi -Lateral Movement
Job Description
Responsibilities
Eligibility: Only colleagues who are currently working in RBM /RSM capacity having minimum work experience for 2 years in the role, may apply.
ROLE PURPOSE
To Achieve budgeted Sales as assigned by Corporate Office by ensuring uniform implementation of all promotional strategies through a team of trained and motivated Area Sales Managers & Product Specialists .
To Provide support to Sales team , ensuring Sales admin for team and driving the entire Sales operations in accordance with the Policies and Procedures (SOP) and as per approved framework.
Academic Qualifications
- Degree in Science/Pharmacy
- Management Degree /Diploma would be preferred.
Experience Criteria:
Minimum 10-15 years experience in Pharma industry .Minimum 3-5 years in similar capacity as RBM.
FLM with very good track record and work experience of handling two states can be considered.
Work experience preferable minimum of 3 key specialty TAs viz
CVM, WHC, Bon e Health, Nutrition etc and should possess sound Knowledge of this area .
Consistent Performance track record.
Building new Generative Teams from scratch.
Successful Track record of launching new Products and achieving success.
Key Competencies
Leadership
Drive for Results
Teambuilding.
Analytical Skills
Impact and Influence.
Networking.
Coaching & Developing
Planning & Prioritising
- Interpersonal Skills
- Initiative
- Integrity.
- Ability to think on feet /innovation.
- Scientific Orientation
Key accountabilities
1. Strategic/ Policy
1. Leading and driving the Business ,market share & Rx share objectives assigned to the Region in line with the Company Objectives .
Completely responsible for the entire gamut of Sales Operations in Region .
- Planning the company’s Business in the Region and managing the entire gamut of Sales, Product promotion and Distribution Operations.
- Monitors ABM distribution of targets to territories, product wise, and value wise for each key product with annual and monthly sales targets.
- In consultation with the NSM conceptualizes , and prepares the Area targets for each of the key products, plans monthly sales targets and schedules sales for each member of his team of Area Business Managers and TBM.
- Prepares, the call plan /Call load for each Product Specialist in consultation with ABM . Creating equi -potential territories and deploying resources to maximize the objectives of Rx generation .
- .Plans and organises HCP engagement Initiatives , ensuring marketing campaign execution by sales team and monitors the same for desired results
- Ensuring collection of market intelligence through systematic collection and analysis of data, statistics and information from the field and uses the same to recommend and/or redesign sales strategy to meet competition.
- Assures that all regional sales staff receives appropriate product and selling skills training and possesses appropriate understanding of promotional guidelines and adverse event reporting procedures.
- Guides and assists the ABM in evolving and implementing sales strategy, selection of customers, profitable coverage of sale area, determining frequency of calls.
- Plans and develops suitable sales strategy in consultation with HO/ABM and accompanies the ABM/TBM for making a call on HCP, Pharmacist or hospital to demonstrate to him and help build self-confidence and sharpen his skills.
- Providing all required administrative support to the sales efforts of ASM/TBM in the Area .
Guides and instructs TBMs in compliance of promotional guidelines and adverse event reporting policies and procedures.
2. Operational
- Organise through ABM the preparation of detailed plans and schedules for travel/tour of ABM and TBM. with optimum FTE utilizations ..
- Coordinate with Medical /Marketing in updating information and details of competition suggesting various initiatives to enable team to achieve results
- Negotiate special prices for sale products to hospitals and other institutions .
- Coordinate with Marketing and Distribution Departments regarding promotional strategies, promotional aids and prompt delivery of products to customers.
- Maintain contacts with eminent medical practitioners and opinion makers, wholesalers, hospital authorities, concerned government officers to promote goodwill and the Company’s image.
- Reviews and assesses the effectiveness of sales campaigns and programmes; takes corrective action and recommends improvement in sales planning, sales methods, market coverage and sales administration.
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Job Role Key accountabilities
- Coordinates with local chapter of HCP Bodies like ESI , FOGSI,IMA,API etc and other Medical Associations for participating in Advisory Boards ,Medical Symposia, Group Meetings.
- Identifying and Building the Communities of Practice (COP) COP Network of HCP in each Area of Region ..
- Studies the daily reports and market intelligence reports from ABM /TBMs and significant responses reported by the ABM/TBM and provides feed back to ABM/TBM regarding appropriate actions to be taken for better results .
- Keeps the National Sales Manager informed as required by him on sales achieved, market conditions, competitors’ activities and the performance of his team members. Makes recommendations on sales strategy, operations and methods and reducing costs.
- Keeps himself updated on the competitor’s activities through personal visits to HCP, wholesalers and retailers and through systematic collection and analysis of data and statistics and information from TBMs in the field.
- Coordinate with HO promotional strategies, promotional aids and prompt delivery of products to customers.
- Weekly /Monthly Tracking of Promotional Inputs .
- Performance Monitoring of Each HQ ,Area , Top and Bottom HQs for each brand /product wise sales.
- Development of HQ /Area wise Tracking formats (Monthly/weekly).
3.Execution.
Ensuring Implementation of in clinic scientific communication tools and programmes by TBMs.
Execution of visit wise execution plan .
Ensuring Execution of inclinic, out of clinic and trade activation of programmes
4. People
- Demonstrates and promotes Pfizer value system in all interactions.
- Sets out targets and objectives jointly for key positions.
- Appraises performance on the achievement of targets against predefined objectives and recommends career progression decisions.
- Actively focus on subordinate development within the function.
Attract and retain Talent
Provide Congenial work atmosphere .
- Actively focuses on subordinate development within the function.
- Handles grievances and disciplinary issues in the Region in consultation with HO departments.
5.Financial
Ensures all product budgets are met.
Ensures that the Business Transactions are carried as per SOP and ensure that the collections is as per norms and without any deviation
Complies with all Commercial requirements of the Company.
Ensures the overall operations are carried in a cost effective manner
Evaluate the Return on Investment of each activity and allocate resources to optimize return .
Ensure the Salvage Net is within limits and controls the same proactively.
6. Technology
- Use IT tools and software for Business and MIS .
- Use technology developments for adoption in field operations and training.
Additional Information
Experience: 10-15 Years
Qualification: B.Pharm/ B.Sc
Job ID: 1011519
Functional Area: Sales
Location: New delhi
Last Date: 30th April, 2015
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