Develops a clear understanding of his role as a responsible Officer of the Company and applies the knowledge, experience, and skills to achieve the defined objectives for the Position and the Team, as applicable. Keeps the organization’s policies and interests uppermost in mind while executing the role as per the guidance of the superiors.
Reviews and discusses his plans for the achievement of his territory’s sales budget each month. Seeks the assistance of the District Manager and the Regional Business Manager in formulating sales strategy, and delivering promotional messages tailored to each customer need.
Jointly with the District Manager, classifies the medical practitioners in his territory into three categories A, B, and C in the descending order of importance, A being the most important and C the least.
Schedules the frequency of his calls to the doctors depending upon their importance regarding sales of the Company’s products.
Strictly adheres to coverage plans and frequency.
Strictly adheres to all applicable Pfizer policies and procedures.
Operational
Regularly visits the chemist in the area to ensure the sale of the Company’s major products collects information on the sales of competitor’s products and regularly updates this data.
Keep himself updated on the competitor’s activities through personal visits to wholesalers and retailers and through systematic collection and analysis of data.
Books orders from the retailers to ensure adequate availability on their shelves to meet the market demand. Also assists in the display of the Company’s products on the retailers’ shelves.
Ensures thorough pre-call planning and asks for the assistance of the District Manager, wherever necessary.
Prepares and implements special schedule for doctor’s visits/calls at the time of new product launch or sales campaign etc. using special presentations, promotional materials, and sales strategies.
Carries meticulous one-to-one detailing of the product bringing to the doctor’s attention the special features/benefits of the product, its proven efficacy, new research, clinical findings, etc.
Follows his approved tour program, prepares and sends Daily reports either in paper form or electronically on his day-to-day activities mentioning in detail the calls made by him to the doctor’s clinics and hospitals.
Maintains contacts with nursing homes, clinics, and hospitals in his territory. Collects the data on the annual budget for medicines in respect of each of the hospitals, their mode of purchase, rate contracts, and drug committee members.
Maintains regular contact with medical practitioners, consultants, chemists, and wholesalers.
Forwards adverse events and product complaints reported by customers and consumers in the appropriate format in a timely manner as described in the relevant SOPs.
Conducts Taxi tours to meet the customers in micro-interiors and generate business for the products.
Conducts group meetings, Speaker programs, and Round table meetings for the doctors and Chemists to impart product benefits.
Conduct camps in coordination with the medical Associations.
People
Demonstrate and promote Pfizer’s global values in all interactions.
Demonstrates team spirit and cooperation towards the fruition achievement of individual and team objectives.
Financial
Achievement of Sales budgets.
Assists in the collection of receivables, where required
Proper utilization of product samples, detailing aids, and other promotional material.
Proper accounting and reporting of expenses.
Technology
Use technology solutions for enabling better information availability.
Use technology developments for effective field operations.
PERFORMANCE MEASURES
Key Performance Indicators
Achieving and exceeding Sales targets both in-line and KDPs
Activity measures
Evaluation index
Productivity norms
Account receivable norms
Compliance to SOPs
Special Skills & Knowledge
Knowledge of therapeutic segments and related medical information.
Knowledge of regulatory aspects and issues related to the Pharmaceutical industry.
Knowledge of applicable Pfizer policies and procedures, including those relating to promotional practices and adverse event reporting.
Key Competencies
Drive for Results
Planning & Prioritising
Communication
Customer Focus
Integrity
Confidence & Commitment
Initiative
Teamwork & Co-operation
Performance Orientation
Qualification
A degree in Sciences / Pharmacy or Graduation with relevant experience is desirable.
Experience of 1 to 3 years in a similar capacity.
Fresh candidates may be considered based on sound academic background, skill sets, and potential capabilities.
