First Line Manager

Job Description

Job Purpose

Drive and achieve the revenue objectives for the country/ areas by managing and motivating the field force as well as driving marketing initiatives to ensure sales contribution in line with overall company objectives

Key Accountabilities

1.Drive and motivate the field force to ensure achievement of individual and overall sales targets for the allocated areas

• Visit the medical representatives on field, a regular basis to supervise their efforts
• Review their sales pitch to the doctors, and coach them for improvements on the same
• If required, visit key doctors along with the MR to provide hands-on training to improve the skills of MR
• Track the performance of reporting MRs on a weekly basis, and accordingly re-create the deployment plan of high-performing MRs at key doctor sites
• Create the call plan for each MR for the week
• Monitor target achievement by the team for each product within each therapy area to achieve product-wise targets
• Conduct MR recruitment as and when required by the business
• BFE liaison for diagnosis and education with major KOIs
• Prepare a detailed performance & sales report and submit the same to the country head for review
• Propose an incentive structure for the MRs and ensure pay-out of incentives by Finance, on timely basis, to keep the team motivated

2.Drive marketing activities within the country to build a strong Cipla brand image

• Attend to key customers/ KOLs/ doctors, in each area, personally, and develop a long term relation with them
• Utilize these KOLs during conferences and other events on behalf of Cipla
• Visit key pharmacies in the area to influence them to increase prescription rate of Cipla products
• Drive Cipla initiated events, conferences, campaigns as well as Big Bang events in the country/ area by identifying and recommending speakers, planning the event agenda and topics, and arranging for the invitations to be given to KOLs in coordination with external design agencies
• Conduct CMEs and clinics with key doctors and large hospitals within the area

3.Manage wholesalers in the allocated areas to check the stock availability and accordingly place orders as required by business

• Check the availability of all Cipla products at the wholesaler warehouse in line with forecasted sales on a monthly basis
• Proactively place orders to maintain inventory levels at the wholesalers, and avoid peaks
• Coordinate with partners to identify any product/ supply related issues and accordingly propose and drive the resolution
• Monitor and control product expiry to minimize losses and ensure timely utilization of stock.

4.Drive and conduct trainings for to team to enhance productivity and align the skill-set to changing market scenarios

• Coordinate closely with the SFE team to provide inputs on training needs for the team/ MRs
• Ensure trainings are conducted as per scheduled planner
• Personally conduct technical sales trainings and medical trainings for the MRs on a regular basis to refresh their skills and product knowledge

5.Track the competition and accordingly redesign own business strategy to maintain competitive edge in the market

• Perform regular competitor mapping at product level for the country, by analysis key competitors and their product portfolio, strategies implemented by them, pricing etc. and prepare a report suggesting an action plan (for country manager’s approval)

Educational qualifications:

Graduate in any field (pharma preferred) with MBA

Relevant experience:

• At least 5 years of sales experience required in the market
• Local language proficiency is a must
• High people management and influencing skills required