Medical Sales Representative

Job Purpose

Achieve the tertiary and secondary business of the division in the respective territory by managing relationships with the key stake holders viz Doctors & chemists and by creating prescriptions by marketing the company’s brands and providing superior customer service thereby achieving the company’s overall Business targets for the division in the respective territory.

Key Accountabilities

Achieve the Sales targets by brand marketing against the plan for the year

• Identify the customer-brand matrix by doing appropriate market studies, placing the right product for right customer.
• Understand the potential of customer and modifying the selling techniques.
• Promote the product with the help of scientific tools / publications, demonstrations, PDA, reminder cards etc.
• Ensure the monthly Doctor Conversion & increasing prescriber base
• Drive the business of PPP and NI Products for establishing the brands thereby improving business stability.

Monitor business details thereby planning the sales achievement

• Being aware of Primary business orders and stock position at Stockists and create plans for liquidation of the stock and Monitoring Secondary billing
• Increase the YPM of the assigned territory
• Monitor the Product return, stock and Expiry at the different stockists in the territory
• Ensure the Product Availability at all places within the territory
• Collect the Competitor Information by conducting RCPA (chemist retailing)
• Take PoB (Pen on Book) for the respective products and ensuring billing from stockists

Maintain the Basic Working standards for daily operations

• Maintain the standard Call Average and Chemist Average of concern division as stipulated
• Categorize the doctors based on the potential and maintain the Visit Frequency of A++, A+, A and B and provide differentiated services
• Update the Must See List (MSL) regularly by identifying the uncovered doctors and dot doctors
• Update the Daily Call Report (DCR) on regular basis for recording the day’s field work
• Create and follow Call Planner & monthly Travel Plan

Develop and continuously enhance In-clinic Effectiveness for driving better results and increasing prescriptions

• Build skills to detail all the products which are promoted along with the knowledge of advancements in therapeutic research.
• Build Ability to discuss the Therapy, indications, applications and Demand the Product prescriptions
• Attend the Therapy/ Divisional/ behavioral Training Programs for developing the ICE

Manage customer relationship for continued engagement of Key support customers

• Answer all the queries raised by the customers related to the therapy/ products & respond quickly to meet customer needs
• Conduct and provide academic Services and Activities as approved by the organization to the respective doctors and monitor the ROI from the investments
• Promote Cipla Differentials for creating brand recall amongst the doctors.
• Maintain operating relationships with chemists and stockists and hospital purchase personnel & Pharmacy-in-charges
• Ensure compliances as prescribed by the authorities and the organization etc.

Relevant experience:

2 to 3 years of experience in pharmaceutical industry

Pleasant and confident body language

Good communication skills; Need to have operating knowledge of computers & smart phones/ tablets