Territory Business Manager - CV Zest - Malad

Job description

     

JOB DESCRIPTION:

Primary Job Responsibilities:

·  Achieving sales target by driving  primary and secondary sales and ensure brand presence in the assigned territory/ geography
·  Developing territory’s performance through customer engagements and thereby sales of assigned products ethically to customers as per the business plan
·  Ensure adequate availability of stocks at stockiest and chemist level

Core Job Responsibilities

Business Generations & Development

·  Achieve Division wise primary target and ensure it to be equal to or greater than Secondary. Provide accurate sales forecast Sales for the upcoming months’
·  Generate maximum prescriptions & increase market share, support the overall business objective of organization to achieve market beating growth
·  Support design and execution of the sales & marketing strategy in the assigned market. Promote the Division’s products as per divisional strategy
·  Maintain stock levels as per norms and share high inventory product details with the division. Maintain minimum 30+ days inventory at all stockiest in turn avoiding crisis and loss of business. Ensure zero cases of expiry on stockiest shelf.
·  Timely sharing of competitor and market information with the ABM and Division

 Relationship Building with the Stake holders (Chemists, Stockiest etc)

·  Train, supervise and coach Distributors & their staff to ensure implementation of business strategies and programme
·  Relationship Building with customers and stockists. Timely stockist visit as per the defined frequency without deviation. Understand Stockist business needs. Profile stockists effectively to understand each of their strengths and weaknesses
·  Resolve stockist issues and ensure that the relevant stakeholders are kept informed & involved during action
·  Educates and Influence chemists to recommend Abbott products. Ensure that Proof of Billing (POB) from chemists reach stockist

Customer focus

·  Establish long term medical – scientific/ strategic relationships with Key Opinion Leaders
·  Ensuring doctors are appropriately prioritized and met with the right frequency
·  Ensure customer interactions are done with a high level of commitment in order to satisfy customer needs in compliance with internal and external guidelines for Ethical conduct of business and ensure appropriate documentation in compliance with Abbott policies to meet the requirement of audits and inspections.
·  Leverage managerial as well as marketing and support functions for engaging appropriately with important customers and to strengthen relationships.
·  Actively manage retention of the existing customer base and proactively build relationship with new customers.
·  Plan and monitor New Product introduction, stocking as per plan and sales progress. Provide information in a timely manner about the new product to the stockists. Enhance Stockiest Capability by engaging them to drive availability at retail for NPI

Execution excellence

·  Carrying out effective field work without direct day-to-day supervision
·  Report field work on daily basis in the assigned online system
·  Meeting Call Average, Coverage, Frequency coverage Norms of assigned territory
·  Visiting Doctors, Chemists, Stockist at right frequency without deviation
·  Adhere to the MTP and plan to achieve target calls and meet the HCP’s and stockist in the defined frequency
·  Find ways to improve operational efficiency and coverage
·  Ensure that stock and sales statements have been sent by the distributors on due dates
·  Ensure that the claims of the distributors are settled by the company within specified time limit
·  Coordinate with CFA and stockist for on time delivery and ensure zero disruption to business Ensure optimum level of Division stocks with Distributor
·  Ensure Cheque availability at CFA. Ensure DD from Data Boy (DB) in case of Cheque bounce

Education & Experience:

·  Graduate with minimum 0-3 Years of experience
·  Candidate with prior/current experience in same profile preferred. Candidate from Pharma MNC/FMCG/top Indian Pharma companies will have added advantage
·  Fresher with effective communication and analytical skill may also be considered
·  Fluent and confident in communication
·  Age should not exceed 28years

Key Success Factors:

·  Must be analytically strong and should be able to spot trends in sales based on previous month/ year data
·  Should carry selling skills, can plan and be wary of his market
·  Should be confident, assertive, proactive and possess effective communication skills
·  Must be son of soil and fluent in native language

     

JOB FAMILY:

Sales Force

     

DIVISION:

        

LOCATION:

India > Mumbai : BKC Building

     

ADDITIONAL LOCATIONS:

     

WORK SHIFT:

Standard

     

TRAVEL:

Yes, 100 % of the Time

     

MEDICAL SURVEILLANCE:

Not Applicable

     

SIGNIFICANT WORK ACTIVITIES:

Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day)