Abbott India Limited is a subsidiary of Abbott Laboratories, USA, a global, diversified health care company devoted to the discovery, development, manufacture and marketing of pharmaceutical, diagnostic, nutritional and hospital products. The company now employs approximately 70,000 people and markets its products in 130 countries worldwide.
Post: Therapy Business Manager - Pan India Locations
Job Description:
Area & Business Planning:
1. Plan and Manage achievement of Sales targets on Product wise / Value wise Primary and Secondary Sales, Territory profitability, increase / maintain brand market shares through effective planning of resources, distribution management, Costumer Relation Management / Key Opinion Leader engagement initiatives and control on expenses.
2. Develop and execute Market intelligence plan to obtain feedback on market conditions and impact of promotional strategy on movement of company’s products as well as that of competitors.
3. To meet the business objectives product-wise, value-wise on a monthly basis undertake market developmental activities, distribution management, Key Opinion Leader engagement initiatives to meet / exceed the said objectives
4. Develop and align the resource plan to meet the business objective of the company (Territory) and ensure optimal deployment so as to ensure profitability of the assigned territory
5. Based on market research and customer profiling conducted and evaluated with your involvement evaluate and plan coverage of potential towns in the assigned HQ and prepare/update Standard List of Customers (doctors, chemists and institutions) based on market research and customer profiling
Business generation & development
1. Achieve sales target monthly, quarterly, half yearly and yearly sales targets by promoting company’s products ethically to customers by using scientific knowledge, communication, persuasive selling skills, action plans, technology and various marketing and selling strategies aligned to the business and resource plan.
2. To create and update customer list having specified number of doctors (G.P. and Specialists) as per the therapy requirement and maintain the same in physical / electronic format.
3. To generate new business for the existing products and for new production introduced to collaborate with activation task force members in executing the activation programme to drive patient awareness program and market development activities.
4. Recommend institutional, governmental, municipal and other rate contracts raised in your territory after assessing the potential of the parties concerned, on approval submit tender documents, do follow up to secure tender , liaise with ordering authority for procurement of orders, collection, etc.
5. Ensure optimal utilization of the Business promotion budget and undertake Key Opinion Leader engagement initiatives in accordance with marketing guidelines and compliance policies.
6. Facilitate the process of successful new product / products launch in the territory by undertaking correct identification and targeting customers for the new product, meet them at pre determined intervals, effective in clinic promotion and feed back to the company
7. Execute the customer management plan to ensure that all the customers are covered as per the plan and meet minimum KPIs as follows:
a. 100% coverage of repeat Doctors and 90% of standard doctors in a cycle.
b. Customer Call average as per the customer management plan of the division / therapy.
c. Market intelligence collection, retailer level inventory management calls as per the product profile and marketing strategy of the therapy / division.
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Distribution Management
1. Prepare and propose strategic distribution plan for the assigned territory for the year to meet business objectives & ensure its supervision and execution.
2. Recommend appointment of a party as a distributor after evaluating its commercial standing, credit worthiness and personal assets.
3. Ensure that stock and sales statements have been sent by the distributors on due dates.
4. Ensure adequate availability of company products at key retailers to meet the patient and customer requirements
5. Develop and approve distributor orders as per the business plan, ensure proper supply of goods and also ensure that all payments and dues are collected from the Distributor as per distribution policy.
6. Educate and train the distributors on company systems & processes and ensure distributor compliance to agreed service levels as per the need.
7. Train and guide distributors staff on storage and handling of company products as per requirement of the Indian Drug laws, and Product Safety.
8. Continuously review distributor financial health (pipeline and outstanding) and make appropriate recommendation to company to ensure good business health.
9. Audit and approve claims of breakages and expiry as per financial authority vested in you by the company.
10. Ensure that the claims of the distributors are settled by company within specified time limits.
11. Attend promptly to complaints of customers such as claims for breakages, expiry, damage and short supply and ensure that the same are addressed on priority as per the agreed trade policy..
12. Take responsibility for general reconciliation of company stocks and control activities for the distributors under your control
13. Gather/prepare statistics for service quality and productivity indicators, conduct customer audits and develop improvement plans.
14. Finding and implementing ways to improve operational efficiency and controlling of costs.
Feedback
1. Develop and implement market feedback plan to ensure that company is kept updated so as to facilitate the review of marketing and sales strategy of the company
2. Partner with Marketing through Sales and Marketing Advisory Boards and also support development of new product launch strategy by targeted market research
3. Facilitate strategy formulation process by providing timely feedback to the superiors and company on the latest developments in the market scenario and competitive environment
4. Provide report on special activation programme, business promotion activities promotion drives conducted with emphasis on impact and return on investment.
Candidate Profile:
Minimum 1+ years of experience into pharmaceutical sales
Additional Information:
Experience: Min. 1 years
Location: Mumbai
Education: B.Pharm, B.Sc
Industry Type: Pharma/ Biotech/Clinical Research
Functional Area: Sales
Keyword or Job ID: 89911BR
End Date: 19th August, 2011
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