Regional Healthcare Manager | Pfizer | Kolkata

Job Description

Job Purpose:

A Regional Healthcare Manager – Dermatology leads a team of Sr. Health Care Executives (Sr. HCEs) to achieve and exceed the budgeted sales for the assigned geographical area. The role holder is also responsible for optimizing productivity through planned coverage of customers, resource deployment, and meaningful and timely implementation of sales promotion initiatives for self and the team, in accordance with established sales & distribution policies and procedures.

Position Responsibilities:

Strategic/ Policy:

• Prepare the regional targets for each of the key products, plan monthly sales targets, and schedule sales for each member of the team to optimize the potential and field force productivity for the assigned regions
• Prepare and achieve the Sales Budget for the assigned regions
• Conduct sales analytics for the assigned regions, drawing out trends and focus areas/stakeholders to impact future business plans and drive business growth
• Plan and develop a suitable sales strategy for the assigned region/s. Take the inputs of the Sr. HCE to prepare the sales plan. Finalize district targets for each of the key products
• Validate the sales forecast and the rolling sales plan as per the defined frequency
• Manage salvage net to maintain it at an acceptable level
• Coordinate the sales efforts of Sr. HCE in the region to ensure the availability of products with the wholesalers and take prompt action to fill gaps, if any
• Plan and organize sales promotion campaigns by selecting high-potential medical practitioners
• Guide and assist the Sr. HCE in implementing the sales strategy, selection of customers, profitable coverage of sale area, and determining the frequency of calls.
• Guide and instruct Sr. HCE on compliance with promotional guidelines and adverse event reporting policies and procedures as related to expiry date products.
• Lead the therapy shaping in the assigned regions with the Key Opinion Leaders and build a network for KOLs for the regions

Operational / Process:

• Stay updated on the competitor’s activities through personal visits to medical practitioners, wholesalers, and retailers and through systematic collection and analysis of data, statistics, and information from Sr. HCE in the field.
• Make personal visits to customers to build effective relationships through face-to-face selling and promotion of sales.
• Review and assess the effectiveness of sales campaigns and programs; take corrective action and recommend improvement in sales planning, sales methods, market coverage, and sales administration.
• Provide periodic updates/reports to the Category Lead on sales achieved, market conditions, competitors’ activities, and the performance of team members.
• Provide recommendations to the Category Lead on sales strategy, operations, and methods of reducing costs
• Support the Strategic Accounts team for the regions by developing and managing relationships with key institutions in the district. Follow up with relevant stakeholders on institutional tenders and assist the NAM (Network Account Managers) with the inclusion of new products in the list
• Build relationships with and manage Key Opinion Leaders (KOLs) and key customers
• Implement product promotion campaigns for new and existing products for the district
• Provide inputs to the marketing team for the articulation of the marketing strategy
• Coordinate with the CFA (carrying and Forwarding agents) and internal distribution teams to ensure product availability in the district; and for timely resolution of issues including ordering and dispatching
• Supervise planning and organizing of Continuing Medical Education (CME) programs with help from HODs, Consultants, and administration departments of hospitals

People: 

• Responsible for the recruitment and appointment of Sr. HCEs in the region in coordination with the Field Hire Team
• Maximize the productivity of the team through efficient decision-making and delegation of authority
• Set out targets and objectives jointly with each team member
• Appraise performance on the achievement of targets against predefined objectives and recommend career progression decisions
• Ensure subordinate development through performance monitoring, periodical counseling, guiding and coaching
• Accompany the team for calls with medical practitioners, retailers, or hospitals to help build their self-confidence and sharpen their skills
• Responsible for having Growth Conversations and creation of Growth paths for the reporters at the beginning of every year and conduct of periodic reviews on the progress made. Provide them with the requisite assistance to enable their development as per the plan
• Assist the Field Training Manager in the identification of training needs for the field force in the region
• Ensure imparting of product and selling skills training for team members in line with their training needs
• Coach and mentor new regional managers
• Provide guidance to the team with respect to company procedures, policies, and guidelines
• Act as the custodian of all compliance-related matters for the district and ensure compliance for the assigned regions
• Demonstrate and promote global values in all interactions
• Demonstrate leadership behaviors

Financial

• Ensure achievement of Sales budgets for the assigned geographical area
• Regulate the acceptance and execute orders within the authorized limit
• Ensure that customer dues are collected in accordance with credit terms & outstanding are kept to the bare minimum
• Ensure proper utilization of product samples, detailing aids, and other promotional material.
• Ensure budget control and adherence for the area
• Ensure proper accounting and reporting of expenses
• Manage the operating expense for the regions

Technology:

• Use technology solutions for enabling better information availability.
• Use technology developments for effective field operations and training

Qualifications:

• A degree in Sciences / Pharmacy or Graduation with relevant experience is desirable.
• A diploma/ Degree in sales/marketing is advantageous
• Experience of 12-16 years in specialty therapy sales in Pfizer preferred

Special Skills & Knowledge:

• Knowledge of Dermatology as a therapy area (Specifically Clinical Dermatology) will be a great advantage
• Skills for new therapy building and shaping
• Knowledge of the therapeutic segments and related medical information.
• Knowledge of regulatory aspects and issues related to the pharmaceutical industry.