Territory Business Executive | Galderma | Hyderabad

Job Description

• Build business relationships with customers in the territory and achieve sales target month after month.
• Attend company meetings regularly; collect technical data, presentations, and briefings.
• Monitor what are the competitive companies doing, about their products and what steps they are taking steps for the promotion of their products.
• Receive feedback and comments on products from dermatologists and forward appropriate information to managers.
• Maintain customer data, calls, and other sales data & update the computer database.
• Build a strong rapport with customers and doctors to drive continuous business
• Arrange CME/RTM monthly or as required to encourage customers and provide academic interest in our brand/products.
• Assist customers with medical/academic queries/questions whenever required from the medical database maintained in HO.

Customer Relationship Management:

• Update Doctor List on an ongoing basis & identify new potential doctors from your assigned territory.
• Correct brand matrix through effective RCPA.
• Identify influencing factors for Doctors: Early adopter of a molecule/ knowledge oriented / service minded (CRM), etc.
• Collect & enter personal details of doctors & assess the current share of prescriptions.
• Enquire about competitor activity on doctors.
• Plan the visit as per divisional needs like one / two / three visits.
• Open call effectively, seek / demand for Rx product, close the call AFTB way.
• Detailing with VAF / LBL / inputs effectively.
• Clarify doubts/objections and use the right references.

Chemist Management:

• Identify all potential chemists in your assigned territory and meet all chemists at the right frequency/ intervals.
• Find out the availability of stocks for products & enquire about short expiry products.
• Find out competitor sales by brand name.
• Inform all chemists about the bonus and special schemes offered by the organization

Stockist Management:

• Collect the list of distributors and record details of the owner/manager.
• Inform all stockists about the bonus & special schemes offered by the organization
• Provide details of batches supplied and payment methodology.
• Prepare a list of chemists/hospitals/doctors where supplies are made.
• Generate Stock & Block (S&B) orders from specific customers to boost sales.
• Visit nominated stockiest regularly and follow division requirements.
• Follow up for billing of orders & due payments.
• Help stockists liquidate overstocked products.
• Enquire about the status of payment from chemists where POB is supplied.

Generating demands:

• Visit every doctor on Doctor List at the right frequency as per plan.
• A plan detailing the brands accurately
• Consistently demand prescriptions from the doctor for the products.
• Provide all planned inputs to doctors on time.
• Politely sensitize doctors when prescriptions are declining.
• Take POB from the mapped chemists for the right stock availability.

Implementation of marketing/ sales strategy communicated by Marketing department/ Senior Management/ Line managers:

• Attentively listen and understand strategy and inputs during CSM.
• Clarify with Marketing / DSM / RM / ZTM when in doubt.
• Study Dermpower thoroughly.
• Practice VAF / detailing story for LBL.
• Plan each call with details and update the same on the SFA module.
• Execute the call as per plan without deviation.
• Use all chemist inputs as per plan.
• Share the feedback with the marketing team from the customers, which further boosts in clinic confidence.

Data Management:

• Enter monthly plan on sales force automation module on a timely basis.
• Update changes/ modifications if any on a timely basis.
• Maintain a daily work diary, ensure an everyday work plan is written before starting work, and note down the discussion once you met the Drs.
• Update expense statement after reporting work.
• Take the stockiest sales statement, compile it on a timely basis every month & send it to DSM.
• Update all data on the sales diary.

Education: Professional Graduation in Pharmacy or Science

Work Experience: Minimum of 2 years of experience in the field of sales

Required pre-requisites skills/experience for this position: Proficiency with MS Office & Basic selling skills

Interview Preparation:

Interview Questions – Medical Representatives

Role & Responsibilities of Medical Representative