Field Sales Officer

Job Description

• Customer Focus and Coverage:
• Imbibe the productrelated features/benefits including scientific information thereto, so as toeffectively communicate with the medical doctors and handle product relatedcustomer queries.
• Actively participate inidentifying key and potential medical practitioners and specialists in therespective therapeutic segment in the assigned territory, and prioritize forthe purpose of systematic customer coverage so as to generate maximumprescription sales for the company’s range of products as per business plan.
• Classifies the medicalpractitioners in his territory in three categories TPL, RPL and SPL in thedescending order of importance, TPL being the most important and SPL the least.
• Reviews and discusses hisplans for the achievement of his territory’s sales budget each month. Seeks theassistance of the District Sales Manager and the Zonal Sales Manager informulating sales strategy, delivers promotional messages tailored to eachcustomer need.
• Ensures thorough pre-callplanning and asks for the assistance of the District Sales Manager, wherevernecessary.
• Sales Performance & Results:
• Achieve and exceed thesales targets on a consistent basis through effective implementation of thesales promotion strategies and follow-up initiatives.
• Constantly sharpen theproduct knowledge and detailing skills so as to enhance productivity levels asexpected by the company.
• Planning & Analyzing the Sales Performance :
• Follows his approved tourprogramme, prepares and sends Daily reports electronically on his day to dayactivities mentioning in detail about the calls made by him on the doctors’clinics and hospitals.
• Maintains contacts withnursing homes, clinics and hospitals in his territory. Collects the data onannual budget for medicines in respect of each of the hospitals, their mode ofpurchase, rate contract, and drug committee members.
• Maintains regularcontacts with medical practitioners, consultants, chemists and wholesalers.
• Books orders from theretailers to ensure adequate availability at their shelves to meet the marketdemand. Also assists the display of Company’s products on the retailers’shelves.
• Prepares and implementsspecial schedule for doctors’ visits/calls at the time of new product launch orsales campaign etc. using special presentation, promotional materials and salesstrategies.
• Meetings:
• Actively participate inCycle meetings, periodic Sales & Marketing meeting and conventions.
• Conducts group meetings,Speaker programmes, and Round table meetings for the doctors and Chemists toimpart product benefits.
• Conduct camps incoordination with the medical Associations.
• Industry & Product Knowledge:
• Regularly visits thechemist in the area to ensure the sale of Company’s major products collectsinformation on the sales of competitor’s products and regularly updates thisdata.
• Keep oneself updated onthe competitor’s activities through personal visits to wholesalers andretailers and through systematic collection and analysis of data.
• Develops a clearunderstanding of the Company’s SOPs and protocols pertaining to his area ofwork.
• Imbibe the guidelinespertaining to Adverse Event Reporting and takes prompt action in compliancewith the requirements.
• Market Analysis:
• Maintain quality customerlist, current profile of assigned key accounts, key influencers & clinicalthought leaders.
• Actively seek and displayknowledge of key customers in territory.
• Building Relations:
• Maintain and developstrong relationships with customers and build up a healthy rapport with them.
• Work collectively withother team colleagues in arranging speakers, displays, special programs andCME’s to meet the educational/ knowledge updates of our products marketed bythe company.
• Distribution & Resource Allocation:
• Ensure adequate inventorylevel with trade partner and take prompt actions to prevent date expiry ofproducts.
• Financials:
• You shall follow up onthe timely collection of outstanding due to the Company from the concernedparties in your assigned territory, as per requirements.
• Achievement of Salesbudgets.
• Assists in the collectionof receivables, where required
• Proper utilization ofproduct samples, detailing aids and other promotional material.
• Proper accounting andreporting of expenses
• Administrative Values:
• Ensure timely submissionof daily call report, sales documents, feedback reports, expense reports andother administrative duties are completed in an accurate and timely manner.
• Adhere and demonstrateLeader behavior.