Field Sales Officer - Alliance Division Respiratory

Job Description

Glenmark Pharmaceuticals Ltd. is an innovation-driven global pharmaceutical company with a presence across the Specialty, Generics, and OTC businesses. It focuses on key therapeutic areas such as respiratory, dermatology, and oncology. The company operates 10 world-class manufacturing facilities across four continents and has a commercial presence in over 80 countries.

Glenmark is ranked among the world’s top 100 biopharmaceutical companies (Top 100 Companies Ranked by Pharmaceutical Sales, 2020, by In Vivo/Scrip 100) and among the world’s top 50 companies in the off-patent sector (Top 50 Generics and Biosimilars Companies Ranked by Sales, 2020, by Generics Bulletin/In Vivo). The company was also listed on the Dow Jones Sustainability Index (DJSI)—one of the world’s most respected sustainability benchmarks—under the Emerging Markets category in 2021, marking its fourth consecutive year of inclusion.

For more information, visit www.glenmarkpharma.com

INNOVATIVE MEDICINES GROUP

Innovation continues to be a key growth driver for Glenmark. To strengthen our focus on in-house discovery and the development of novel molecules, we have established a dedicated division called the Innovative Medicines Group. Through this unit, we continue to advance innovative therapies that address critical unmet medical needs and aim to improve the lives of patients and their families suffering from serious diseases.

Our current specialty pipeline includes two respiratory molecules in various stages of clinical development and one molecule each in the areas of pain and oncology. Each of these molecules has the potential to significantly improve patient outcomes by offering safer and more effective alternatives to existing therapies.

Role & Responsibilities

Customer Focus and Coverage

• Imbibe product‑related features and benefits, including scientific information, to effectively communicate with medical doctors and handle product‑related customer queries.
• Actively participate in identifying key and potential medical practitioners and specialists in the respective therapeutic segment within the assigned territory, and prioritize them for systematic customer coverage to generate maximum prescription sales for the company’s range of products, as per the business plan.
• Classifies the medical practitioners in his territory in three categories TPL, RPL and SPL in the descending order of importance, TPL being the most important and SPL the least.
• Reviews and discusses his plans for the achievement of his territory’s sales budget each month. Seeks the assistance of the District Sales Manager and the Zonal Sales Manager in formulating sales strategy, delivers promotional messages tailored to each customer need.
• Ensures thorough pre-call planning and asks for the assistance of the District Sales Manager, wherever necessary.
  
  

• Achieve and exceed the sales targets on a consistent basis through effective implementation of the sales promotion strategies and follow-up initiatives.
• Constantly sharpen the product knowledge and detailing skills so as to enhance productivity levels as expected by the company.
  
  

• Follows his approved tour programme, prepares and sends Daily reports electronically on his day-to-day activities mentioning in detail about the calls made by him on the doctors’ clinics and hospitals.
• Maintains contacts with nursing homes, clinics and hospitals in his territory. Collects the data on annual budget for medicines in respect of each of the hospitals, their mode of purchase, rate contract, and drug committee members.
• Maintains regular contacts with medical practitioners, consultants, chemists and wholesalers.
• Books orders from the retailers to ensure adequate availability at their shelves to meet the market demand. Also assists the display of Company’s products on the retailers’ shelves.
• Prepares and implements special schedule for doctors’ visits/calls at the time of new product launch or sales campaign etc. using special presentation, promotional materials and sales strategies.
  
  

• Actively participate in Cycle meetings, periodic Sales & Marketing meeting and conventions.
• Conducts group meetings, Speaker programmes, and Round table meetings for the doctors and Chemists to impart product benefits.
• Conduct camps in coordination with the medical Associations.
  
  

• Regularly visits the chemist in the area to ensure the sale of Company’s major products collects information on the sales of competitor’s products and regularly updates this data.
• Keep oneself updated on the competitor’s activities through personal visits to wholesalers and retailers and through systematic collection and analysis of data.
• Develops a clear understanding of the Company’s SOPs and protocols pertaining to his area of work.
• Imbibe the guidelines pertaining to Adverse Event Reporting and takes prompt action in compliance with the requirements.
  
  

• Maintain quality customer list, current profile of assigned key accounts, key influencers & clinical thought leaders.
• Actively seek and display knowledge of key customers in territory.
  
  

• Maintain and develop strong relationships with customers and build up a healthy rapport with them.
• Work collectively with other team colleagues in arranging speakers, displays, special programs and CME’s to meet the educational/ knowledge updates of our products marketed by the company.
  
  

• Ensure adequate inventory level with trade partner and take prompt actions to prevent date expiry of products.
  
  

• You shall follow up on the timely collection of outstanding due to the Company from the concerned parties in your assigned territory, as per requirements.
  
  

• 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
  
  

• Ensure timely submission of daily call report, sales documents, feedback reports, expense reports and other administrative duties are completed in an accurate and timely manner.
• Adhere and demonstrate Leader behaviour.