Assistant Vice President

Desired Qualification: MBA / PG Diploma in Sales & Marketing full time / part time from reputed institution

Desired Experience: Should have at least 12-15 years of experience in Pharmaceutical Sales Management

with adequate exposure across various therapies in reputed organisation of which last 2-3 years should have

been handling a PAN India team and handling a high business volume

Direct Reports: Qualification of Current Job Holder:

Position presently Occupied by (Name): EMP Code:

Major Purpose of the Job : (Exactly spell out key deliveries/results expected from this job):

The jobholder shall be responsible for cascading the direction of SBU Head /HOD and providing appropriate

leadership and direction to the field force in ensuring achievement of budgeted sales targets, implementation

of marketing strategies, KOL strategies, pre-determined Dr call average, market penetration and MCR

coverage by the field force. The jobholder along with HOD will devise action plans to improve the productivity

and performance of each Field Staff through internal / external benchmarking

Principal Tasks & Responsibilities: (Please write all the major jobs that the employee is required to

carry out)

• Achievement of Budgeted Targets
  
  

 Achieve the budgeted sales targets and brand wise sales targets and growth targets for the

respective geographical region in line with the divisional objectives

 Achieve sales target with profit as budgeted

 Achieve product mix as budgeted and market share as applicable to the therapy

 Prepare Sales Plans, Forecast Plans and achieve weekly and monthly sales targets

 Effective Intervention in low performance territories, low YPM territories through focused efforts

(joint field work) of self and respective line managers

 Ensure Business Hygiene parameters: Reduction of Expiries / Breakages, Nil Sales Return & Nil

Cheque Bounce, Liquidation of stocks more than 90 days at C&F locations

 Adherence to policies and implementation of activities as per company SOPs

 Ensure sales forecast and collection

Job Description

• . Team Building / Leadership & Direction
  
  

 Address the competence and discipline requirements of field officers and managers through

training, coaching & counseling

 Field induction and training, coaching, and mentoring of reportees

 Support HOD in acting as an integrating mechanism between Marketing and Sales Teams and

thereby ensuring proper team work and productivity

 Support the HOD and Orgn in achieving 100% deployment of field staff, improving retention of

team members through effectively cascading inter departmental initiatives

 Support the Orgn in developing people and readying them for meeting Internal Promotion

Requirements

• Effective Implementation
  
  

 Ensure achievement of Key Performance Indicators like Dr. Call Average, MCR coverage, KOL

coverage, YPM Parameter etc of each field officer and each line manager

 Implementation of company strategies

 Study competition strategy and use it to tackle sales challenges

 Ensure effective implementation of marketing strategies and / or programs by the field force in the

region

 Provide objective customer feedback on Marketing programs to HOD and PMT by gathering

information from field and through self observation during field work

• Customer Management / KOL Management
  
  

 Cascade and implement the KOL strategy

 Improve ROI from KOLs through ensuring periodical visits by self and team

• Product Management / Development
  
  

 Development of 2 nd line brands into large contributors with economies of scale and high Market

Share

 Successful launch and establishment of new products by the field force

 Be the ambassador for the company and set high levels of standards and professionalism