30009074 - TSM - Hyd - Expert

Role Territory Sales Manager 

Title/Designation Junior Officer

Function Domestic Sales 

Department Consumer Products Division - Sebamed

Reporting to Area Sales Manager

Job Grade/Level L2 (C) 

Direct Reportees NA

Indirect Reportees NA

Role Objective: Achieve and exceed sales targets in the assigned territory by implementing effective marketing and sales strategies to cultivate a positive image of USV 

KEY RESPONSIBILITIES

Sales Management

• Prepare and periodically update a standard visit list of doctors and chemists, including tour plans and MTCPP as per policy
• Identify new doctors and chemists in relevant geographies for potential inclusion
• Achieve and exceed assigned targets and implement a plan of action to address performance gaps
• Facilitate conversion of non-core doctors to core doctors to improve sales 
• Conduct periodic review meetings with the team and provide updates to Area Sales Manager
• Prepare campaign customer lists in line and monitor its effectiveness by tracking prescription rates and sales data
• Provide market feedback to managers and the marketing team for the development of strategies
• Participate in induction and central training programs, cycle meetings to understand campaigns and processes
• Participate in joint calls with managers and provide inputs as required

Supply Chain Management 

• Conduct retail chemist prescription audit and record prescription generation
• Ensure the availability of existing and new products to business partners
• Check liquidation of near-expiry products by managing stock effectively
• Coordinate with stockists to ensure sufficient stock is available as per market demand

Reporting and Stakeholder Engagement

• Submit documentation consisting of periodic daily call reports, monthly tour plans to relevant teams
• Consolidate call details and share with Area Business Managers within timelines 
• Update sales data in the review formats, dashboards and other data sources and attend review meetings
• Submit relevant details, including non-core, if any, on the EVENCO portal
• Interact with doctors and chemists consistently, ensuring effective delivery of communication and follow-up after Continuous Medical Educations and conferences

People and Culture

• Adhere to and ensure Credo values are demonstrated
• Attend mandatory training as published by the L&D team 
• Set timely goals in alignment with KRA/KPI guidelines and achieve the agreed-upon targets

STAKEHOLDER INTERACTION

Type of Interaction: Internal

Interaction with: Area Sales Manager, Territory Sales Manager, Zonal Sales Manager, National Sales Manager

Nature of Interaction: Effective communication in connection with instructions, requests or work tasks

Type of Interaction: External

Interaction with: KOLs / Core customers / Other Doctors / CFAs / Stockist / Chemists 

Nature of Interaction: Influence customers through detailed technical explanation of products to external customers or clients, influencing the customer.

JOB REQUIREMENTS

Professional Experience and Relevant Skills

• Must have minimum of 6 - 7 years of overall experience with at least 5 years in Pharma sales
• Possess relevant functional and process knowledge, regulatory aspects, and updated knowledge of advancements in his / her area of work

Academic Qualifications & Certifications

• Educational Qualification: Bachelor of Science (BSc), Bachelor’s Degree in Business, Marketing or a related field
• Behavioural Competency (Proficiency Levels from 1 – 5, with 1 being the lowest and 5 being the highest)
• Achievement Orientation (3) 
• Problem Solving and Decision Making (2) 
• Integrity and Process Compliance (3) 
• Effective Communication (3) 
• Customer Orientation (3) 
• Collaboration (3) 
• Planning and Execution (3)