Channel Sales Executive

Role Title: Channel Sales Executive

Region: Delhi India

Function: CHC - OTC

Purpose of role

• To achieve the area sales objectives and stretch beyond targets by increasing prescription from identified doctors through effective implementation of marketing activities. To support in organizing patient acquisition and retention programs

Channel Sales Executive

Primary

Internal: CSM, RBM, Supply Chain Manager, Product Manager, Assistant Manager - HR (Sales), Zonal OPTIMA coordinator, Zonal Finance, Regional Training Manager

External: Distributors, Doctors, Chemists

Secondary: Pharmacovigilance, Sales Director, Management / Leadership responsibility

1. Organization

• To align with and participate actively in organization led initiatives periodically.
• To understand and comply with the organization Code of Ethics

2. Scope of Role (Team, Geographical, Material)

• Role based at the respective region assigned.

Key Results Areas:

Work Area

• Descriptors

1.People

• Capability Development - Attend all local and regional meetings and training programs and acquire and apply knowledge as disseminated through such programs.
• New Hire Induction - Impart field induction training to new joiners monitor progress and give feedback to superiors.
• Make product presentation and assist area manager in PCM's whenever required.
• Assist CSM in collection and summarizing of SLP sales leadership in plan formats.

• Attendance and participation at local/regional meeting

Performance Indicators

Attendance and participation in training programs/seminar

2. Financial

• Sales Target Achievement - Achieve monthly, quarterly and annual sales targets as assigned by CSM/RBM
• Inventory Management - Forwarding of breakage & expiry of products within limits of authority.
• Customer Acquisition Budget Management - Decide and effectively utilize financial investment for doctors within the ethical guidelines of the group.

Performance Indicators

• Target achieved.
• % Growth

3.Process

• Efficient Day Planning - Plan day's work with clear objectives for each call, perform pre and post call analysis and visits chemists for feedback.
• Market Intelligence - Keep track of movement of company products vis-à-vis competitor's products and give regular feedback to superiors. Assist the CSM to identify appropriate target doctors.
• Report adverse events to Pharmacovigilance.
• Effective utilization of SFE tools OPTIMA and SLP guidelines for process excellence.

Product Availability - Make the products available, follow-up and coordinate with the chemists and C&F to ensure adequate inventories of company's products.

• Call average.
• Frequency of coverage i.e. A & B
• Accuracy and timeliness of Data entered in OPTIMA.
• Market & competitors feedback to superiors
• Adverse event reporting

4. Customer

• Brand Building - Organize specific group events of doctors - organize logistics e.g. venue, date, & time, materials, etc. and co-ordinate with executive/product manager in compliance with the ethical framework of the company.
• Participate in the patient acquisition and retention campaigns, where applicable. Give post program feedback; follow up with participating doctors to increase demand.

• Inventory level recording.
• Quality, timeliness, and effectiveness of events organized.
• % growth in patient acquisition and retention
• Feedback from retailers, distributors

Minimum Educational Qualification

• Any Graduate, preferably B.Sc or B.Pharm
• Minimum 2 - 3 years of work relevant experience
• Preferred industry experience Pharmaceuticals, Consumer Health Care

Functional Knowledge Required

• Product Knowledge
• Knowledge of pharma industry
• Basic Financial Management Knowledge

Skills Required

• Excellent oral and verbal communication skills
• Basic use of MS Office
• Business Acumen and entrepreneurial traits
• Influencing and negotiation skills

Desired Competencies

• Act for Change
• Think strategically.
• Strive for Results
• Lead Teams
• Commit to Customers
• Make Decisions
• Cooperate Transversally
• Develop People