HCE

1. Strategic/ Policy  Ensure achievement of Sales budgets for the assigned geographical territory  Develop a clear understanding of his/her role as a responsible Officer of the Company and apply the knowledge, experience and skills to achieve the defined objectives for the position and the team.  Review and discuss his/her plans for the achievement of territory’s sales budget each month (overall and product wise). Seek the assistance of the District Manager in formulating sales strategy.  Conduct sales analytics to identify areas / stakeholders to be focused upon for driving business growth in the territory  Provide inputs to the District Manager to help him validate the sales forecast or the rolling sales plan as per the defined frequency  Provide inputs to the District Manager to help him manage salvage net to maintain it at an acceptable level  Jointly with the District Manager, classify the medical practitioners in his/her territory in three categories A, B and C in the descending order of importance, A being the most important and C the least.  Schedule the frequency of calls on the doctors depending on their criticality with respect to achievement of the sales targets for the district  Deliver promotional messages tailored to each customer’s need so as to maximize sales  Strictly adhere to coverage plans and frequency  Strictly adhere to all applicable Pfizer policies and procedures. 2. Operational / Process  Regularly visit chemists in the area to ensure sale of Pfizer’s products, collect information on the sales of competitor’s products and regularly update the team about this data  Stay updated on the competitors’ activities through personal visits to wholesalers and retailers. Maintain regular Page 2 contacts with medical practitioners, consultants, chemists and wholesalers.  Book orders from the retailers to ensure adequate availability of products to meet the market demand. Also, ensure display of point-of-sale promotion material display in retailers’ stores in line with the promotion plan  Ensure thorough pre-call planning and ask for the assistance of the District Manager wherever necessary.  Prepare and implement special schedule for doctors’ visits/calls at the time of new product launch or sales campaign etc. using special presentation and promotional materials in line with the sales strategy  Carry meticulous one-to-one detailing of the product bringing to the doctor’s attention the special features/benefits of the product, its proven efficacy, new research and clinical findings etc.  Follow the approved tour program.  Prepare and send daily reports as per the defined process on his/her day to day activities mentioning in detail about the calls made on the doctors clinics and hospitals.  Maintain contacts with nursing homes, clinics and hospitals in his/her territory. Collect the data on annual budget for medicines with respect to each of the hospitals, their mode of purchase, rate contract, and drug committee members  Forward adverse events and product complaints reported by customers and consumers in the appropriate format in a timely manner as described in the relevant SOPs  Conduct taxi tours to meet the customers in micro-interiors and generate business for the products  Conduct group meetings, speaker programs, and round table meetings for the doctors and chemists to create awareness around product benefits  Conduct disease / patient awareness / screening programs in coordination with the medical associations.  Build relationships with and manage Key Opinion Leaders (KOLs) and key customers  Coordinate with CFA for inventory management  Execute the product promotion campaigns for new and existing products for the territory  Track the hospital purchase trend for the territory  Conceive, plan and organize Continuing Medical Education (CME) programs with help from HODs, Consultants and hospital admin