Recruitment of Territory Manager at Lilly - Kolkata
Across the globe, Lilly employees work to discover and bring life-changing medicines to those who need them, improve the understanding and management of disease, and give back to communities through philanthropy and volunteerism. We were founded in 1876 by Colonel Eli Lilly, a man committed to creating high-quality medicines that meet real needs. More than a century later, we are passionate about building on this precedent in our continued pursuit to make life better for individuals, communities, and the world around us.
Post: Territory Manager-LDCT Kolkata
1) Sales and territory planning
Key Activities: Develop a detailed territory business plan for the portfolio by making strategic decisions about goals, resource investments, and monitor and measure the plan Based on Retail Call Audit and market analysis refresh and update MCL from the universal list provided by sales operations; Prepare a retail call list for important retailers; Prepare a patch plan as per customer availability and schedule; Prioritize business opportunities; Plan for achieving targets set by the company; Track and analyze weekly sales data in order to identify trends and make required modifications to the plan.
Performance metrics (financial and non financial): Approval of plan by supervisor; Quality of analysis
2) Conducting Customer Calls
Key Activities: Meet the required number of customers as per SPP targets and call plan; Meet retailers as per SPP target and plan in order to gather information about product trends and competitor data; Meet compliance requirements on calls; Conduct effective pre-call planning by setting objectives tailored to customer segment, needs, attitudes, motivations, environment and business priorities, then prepare potential solutions; Conduct post-call analysis and records next call objective in approved CRM tool; Use relevant sales materials to address customer questions, objections, and concerns Promote company products to customers as per the Patient Focused Selling Principles and by using aids provided by Marketing ; Strengthen relationships with all stakeholders. Achieving the assigned sales targets.
Performance metrics (financial and non financial): SPP target v/s achievement; Adherence to compliance requirements; Sales target v/s achievement
3) Customer Paramedic staff and Retailer engagement
Key Activities: Finalize doctors engagement plan for a Quarter; Conduct programs as per plan and steer all related logistics and coordination; Plan, develop, and implement effective communication (e.g. presentations) in a variety of settings; Identify speakers and audience for conducting programs, work with various departments to ensure timely documentation and certification of the speaker; Invite doctors for Marketing led programs; conduct Retailer Awareness Programs; Conduct Nurses awareness programs to upgrade the knowledge of paramedic staff. Conduct programs as per compliance guidelines.
Performance metrics (financial and non financial): Informal/formal feedback from stakeholders on quality of programs; adherence to compliance requirements; Program attendance as per target
4) Stockist Management
Key Activities: Engage with stockists regularly to strengthen relationship; Gather information to analyze sales trends every week; Conduct physical stock verification at the Stockist; Maintain a balance b/w first line and second line sales as per the company guidelines; Participate in ensuring availability at various retailers like placing and collecting orders; Coordinate b/w Stockiest and CFA at the time of closing; Identifying new stockists and propose to ASM.
Performance metrics(financial and non financial): Inventory plan v/s achievement
5) Sales and SPP reporting
Key Activities: Timely reporting of all the doctor and retailer calls; Report details of programs conducted; Report any medical services request received from doctors through on-demand; Present sales trends in monthly reviews.
Performance metrics (financial and non financial): Regular and accurate reporting reporting
Graduation in any field (preferrably Science) with minimum one year of sales work experience, preferably MBA.
Good communication and presentation skills, basic knowledge of therapeutic area and product segment, Emotional Intelligence, Organizational Skills, Learning agility.
Location: Kolkata, West Bengal
Req ID: 23962BR
Functional Area: Sales
Last Date: 04-May-2016
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