Institutional Business Executive

Description

Role Objective / Major Purpose of the Job The incumbent will be responsible for achieving area sales targets by leading and developing a team of Field Officers, strengthening customer (KOLs, doctors, chemists) relationships, ensuring product and market development, and driving effective implementation of marketing strategies in the assigned area. Principal Tasks & Responsibilities 1. Sales & Target Achievement ? Achieve and consistently surpass the assigned Sales Budget and YPM (Yearly Performance Milestone) for the territory. ? Ensure effective product promotion to generate Rx demand and secondary sales. ? Personally, book orders to maintain adequate stock levels and avoid stock-outs. 2. Doctor & Chemist Coverage ? Maintain a Doctor Call Average of 10+1 per day. ? Achieve Minimum 95% MCR (Monthly Call Report) coverage. ? Ensure a minimum of 5 chemist calls per day. ? Build strong professional relationships with key doctors, consultants, and retail chemists. 3. Market Development & Strategy Implementation ? Implement sales and marketing strategies designed by management. ? Identify potential markets and new customer opportunities within the territory. ? Expand doctor base and enhance prescription share. 4. Stockist & Distribution Management ? Manage relationships with Stockists and C&F agents to ensure seamless supply. ? Monitor product availability, stock movement, and expiry management. 5. Promotional Activities ? Organize and conduct symposiums, seminars, and doctors’ group meetings. ? Actively participate in Cycle Briefing Meets and other company meetings. ? Ensure effective use of promotional inputs and materials. 6. Reporting & Compliance ? Plan daily work schedules effectively and submit Daily Work Plans. ? Submit Daily Call Reports through the PHYZII reporting tool. ? Provide structured market feedback on company and competitor products to the Product Management Team. ? Submit expense statements within stipulated timelines. ? Ensure adherence to company policies and ethical promotion standards. 7. Accountability ? In the absence of the job holder, responsibilities will be handled by the designee assigned by the reporting manager. Key Skills & Competencies Functional / Technical: ? Scientific product detailing & effective objection handling ? Relationship building and influencing ability ? Territory planning & time management ? Sales execution and target orientation ? Market intelligence gathering and reporting ? Adaptability, ownership mindset & accountability ? Ability to work independently as well as collaboratively Behavioural: ? Strong communication and impactful presentation skills