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Department: Veterinary
Experience: Should have at least 18-20 years of experience in Pharmaceutical Sales Management with adequate exposure across various therapies in reputed organisation of which last 2-3 years should have been handling a PAN India team and handling a business volume upwards of INR 2000 million
Location: Bhat, Ahmedabad, Gujarat
Education: MBA / PG Diploma in Sales & Marketing full time /part time from reputed institute

Major Purpose of the Job:

The jobholder shall be responsible for cascading the direction of SBU Head & HOD and providing appropriate leadership and direction to the field force in ensuring achievement of budgeted sales targets, implementation of marketing strategies, KOL strategies, pre-determined Dr call average, market penetration and MCR coverage by the field force. The jobholder along with HOD will devise action plans to improve the productivity and performance of each FO through internal / external benchmarking

Principal TASKS & Responsibilities:

1. Achievement of Budgeted Targets

  • Achieve the budgeted sales targets and brand wise sales targets and growth targets for the respective geographical region in line with the divisional objectives
  • Prepare Sales Plans, Forecast Plans and achieve weekly and monthly sales targets
  • Effective Intervention in low performance territories, low YPM territories through focused efforts (joint field work) of self and respective line managers
  • Ensure Business Hygiene parameters: Reduction of Expiries / Breakages, Nil Sales Return & Nil Cheque Bounce, Liquidation of stocks more than 90 days at C&F locations

2. Team Building / Leadership & Direction

  • Address the competence and discipline requirements of field officers and managers through training, coaching & counseling
  • Support HOD in acting as an integrating mechanism between Marketing and Sales Teams and thereby ensuring proper team work and productivity
  • Support the HOD and Orgn in achieving 100% deployment of field staff, improving retention of team members through effectively cascading inter departmental initiatives
  • Support the Orgn in developing people and readying them for meeting Internal Promotion requirements

3. Effective Implementation

  • Ensure effective implementation of marketing strategies and / or programs by the field force in the region
  • Provide objective customer feedback on Marketing programs to HOD and PMT by gathering information from field and through self observation during field work

4. Customer Management / KOL Management

  • Cascade and implement the KOL strategy
  • Improve ROI from KOLs through ensuring periodical visits by self and team

5. Product Management / Development

  • Development of 2nd line brands into large contributors with economies of scale and high Market Share
  • Successful launch and establishment of new products by the field force

Contact Details: johnson.mathew@cadilapharma.co.in , jatin.parmar@cadilapharma.co.in

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Position: Field Officer
Department: Across Divisions
Total Experience: 0.6 to 4 Years
Location: Pan India
No. of  Vacancy: 195

WORK NORMS: FOR FIELD OFFICER

  1. You will cover all doctors as per the MCL.
  2. You will cover a minimum doctor call average of 12 doctors per day as per standard list.
  3. To implement and follow up on product strategies decided by PMT for better prescription mileage.
  4. You will meet campaign doctors twice in a month or as decided by the H.O/PMT.
  5. You will ensure the availability of products at all the chemist shops adjacent to the doctor’s chambers.
  6. You will achieve minimum call average of 5 chemists per working day as per the list provided by you in consultation and with the approval of ABM / SM.
  7. You will collect information from the market and record it in the market survey feed back forms and sends it to the ABM/SM along with the DCR.
  8. You shall on an average do market survey from one chemist per day.
  9. You will be responsible to collect data from the market and provide the same to the Product Management Department for launching new products.
  10. You shall ensure through the stockist that correct and complete stock and sales statement is prepared and submitted to the concerned Managers. The statement should be signed with the party’s stamp and discussed with the stockist, particularly highlighting high inventory products and liquidation plan. Stock and sales plan should be dispatched on or before the 3rd day of the month. Payment details must be reflected in the stock and sales statement.
  11. You will follow up on the outstanding bills of your area in the interest of completion of sales.
  12. You will ensure that the stockist maintains adequate stocks for all products.
  13. It will be your primary responsibility to avoid expiry of all products at stockist level.
  14. To strengthen the business you shall refrain from taking any leave during joint field working with ABM/SM/HO Personnel except in case of unavoidable circumstances such as accidents/hospitalization of self/family member’s etc. Under these circumstances you will provide proof or certificate of doctor under whom self/family member is taking treatment.
  15. To develop and to establish customer relationship with at least 75 to 100 Doctors in the entire division for higher growth of the division and for conversion of non- prescribers with regular or higher frequency of visit.
  16. To explore the possibilities for new markets for future expansion and growth.
  17. To do market research on competitors activities on various products, like price variation, novel strategies etc. and to give feed back to the marketing dept. to combat competition.
  18. To Participate/organize symposia/exhibition /CMEs and to assist the HO team to participate in seminars and annual conference of doctors’ meets.
  19. To implement and to adhere to organization policies and norms which are in force by self and team members.
  20. To scrutinize the doctor prescription potential during joint field work to take corrective measures.

Contact Details: johnson.mathew@cadilapharma.co.in, jatin.parmar@cadilapharma.co.in

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Position: Area Business Manager
Department: Across Division
Experience: Total 5 Years
Location: Pan India
No. of  Vacancy: 23
JOB SUMMARY/Rationale/Objective:
The incumbent will be responsible for

√ Achievement of targeted Business volumes for the respective area
√ Development of KOLs across territories through periodic visits & implementation of specific programs
√ Development of identified products as per the directives of HO
√ Developing the job specific competences of FOs through joint field work & channelizing their efforts
√ Ensuring implementation of marketing/ promotional programs and maximizing returns

KEY DUTIES AND RESPONSIBILITIES: % wieghtage
1). Achievement of targeted Business volumes

  • Achievement of overall business volumes in line with divisional/ zonal goals
  • Achievement of Brand-wise business targets
  • Maximise achievement of all the territories and optimize performance
  • Improve business hygiene by reducing sales returns & expiries
  • Effective forecasting to ensure smooth availability & distribution of products
  • Co-ordination with business partners/ distribution
  • Ensuring achievement of collection targets
 70%
2). Customer Development/ KOL Development

  • Development of brand specific core customers & develop their business contributions
  • Supporting the implementation of strategic alliance programs for maximising ROI from KOLs
  • Development & sustenance of relationships through periodical visits
  • Periodically track the contribution from KOLs and ensure interventions under the guidance of SMs in protecting & developing the business from KOLs
 5%
3). Product Development

  •  Identification and development of core customers for each product and maximising their returns
  •  Developing mechanisms to track the performance progress of these products and addressing gaps if any
 5%
4).Team Development/ Competence Development

  • Developing the in-clinic competence of Field officers for improving doctor call outcome
  • Joint field work with FOs for developing their job specific competences
  • Development of teamwork and culture amongst the FOs
  • Ensuring business process discipline & hygiene
  • Planning & Organizing the efforts of self/ team
  • Efforts to retain the team and filling up of vacancies if any
 10%
5).Effective Implementation of Marketing Programs

  • Ensuring effective implementation of marketing programs (CMEs/ Symposiums etc) thereby develop key brands in each territory through a team of FOs
  • Periodically track the implementation of marketing programs and address the gaps if any
  • Channelizing the effort of team members to achieve desired results
  • Tracking the efforts of team members in terms of call average and coverage through FFR and ensuring compliance
  • Implementation of local strategies under guidance of SMs
10%
Job Specifications
  • Ideal candidate would be a Science graduate with previous experience of first line management
  • Strong interpersonal skills, team work, analytical ability etc
  • Excellent communication skills, delivery skills & presentation skills
Note:This is only an indicative list of key duties and this may change from time to time as per business needs. Advancement (both salary and growth) will be based on assessment of competencies, experience, knowledge and performance as determined by company requirements and based on the evaluation by the company. Employee on probation will have to complete the probation assessment which includes, interview / review meetings, projects and /or written examination.

Contact Details: johnson.mathew@cadilapharma.co.in, jatin.parmar@cadilapharma.co.in

Опубликовано в
Position: Sales Manager
Department: Across Division
Experience: Total 8 to 10 Years
Location: Pan India
No. of  Vacancy: 3
JOB SUMMARY/Rationale/Objective :
The incumbent will be responsible for

√ Achievement of targeted Business volumes in the respective sales regions in line with the divisional goals
√ Developing relationship & opportunistic alliances with core customers & KOLs from the respective regions
√ Ensuring implementation of marketing/ promotional programs and maximising returns
√ Developing the job specific competences of ABMs & FOs
√ Implementation of local level strategies
√ Development of identified markets

KEY DUTIES AND RESPONSIBILITIES: % wieghtage
1). Achievement of targeted Business volumes

  • Achievement of overall business volumes in line with divisional/ zonal goals
  • Achievement of Brand-wise business targets
  • Maximise achievement of all the areas & territories and optimize performance
  • Improve business hygiene by reducing sales returns & expiries
  • Effective forecasting to ensure smooth availability & distribution of products
  • Co-ordination with channel partners/ distribution
  • Ensuring achievement of collection targets
60%
2). Customer Development/ KOL Development

  • Development of a brand specific core customers & supporting the implementation of strategic alliance programs for maximising ROI from KOLs
  • Periodically track the contribution from KOLs and ensure interventions under the guidance of AGMs in protecting & developing the business from KOLs
10%
3). Effective Implementation of Marketing Programs

  • Ensuring effective implementation of marketing programs thereby develop key brands in each territory through a team of ABMs & FOs
  • Periodically track the implementation of marketing programs and address the gaps if any
  • Channelizing the effort of team members to achieve desired results
  • Tracking the efforts of team members through FFR and ensuring compliance
  • Implementation of local strategies under guidance of AGMs
15%
4). Team Development/ Competence Development

  • Developing the in-clinic competence of Field officers for improving doctor call outcome
  • Joint field work with FOs & ABMs for developing job specific competences
  • Development of teamwork and culture amongst the FOs & ABMs
10%
5). Identification & leveraging newer markets and business opportunities

  • Developing the in-clinic competence of Field officers for improving doctor call outcome
  • Joint field work with FOs & ABMs for developing job specific competences
  • Development of teamwork and culture amongst the FOs & ABMs
5%
Job Specifications
  • Ideal candidate would be a Science graduate with previous experience of 2nd line management
  • Strong interpersonal skills, team work, analytical ability & leadership skills
  • Excellent communication skills, delivery skills & presentation skills

Note: This is only an indicative list of key duties and this may change from time to time as per business needs. Advancement (both salary and growth) will be based on assessment of competencies, experience, knowledge and performance as determined by company requirements and based on the evaluation by the company. Employee on probation will have to complete the probation assessment which includes, interview / review meetings, projects and /or written examination.

 
 

Contact Details: johnson.mathew@cadilapharma.co.in , jatin.parmar@cadilapharma.co.in

Опубликовано в
Department: Gastro
Experience: Should possess at least 22- 24 years of overall experience in Pharmaceutical Industry in Sales & Marketing in large multispecialty divisions in MNC / premier Indian companies with good business volumes and various brands at different stages of maturity on BCG Index. The ideal candidate should have spent the last 18 -20 years in Sales & Marketing of which the last 6-8 years ideally as head of marketing & sales team or senior positions in marketing and Sales leading a team of 16 personnel
Location: Bhat, Ahmedabad, Gujarat
Education: MBA / PG Diploma in Marketing (full time) from reputed Institutes
 

Major Purpose of the Job:

The jobholder shall be responsible for preparation of marketing mix, design and implementation of successful marketing strategies, scanning of market for identification & expansion into various therapies, identification of potential candidates whilst maximizing current portfolio in various stages through appropriate line extensions. The jobholder will support the business head in achieving the budgeted targets and market shares by sustaining high volume brands, developing a strong portfolio of second line brands ensuring higher evolution indices and profitability

 
Principal Tasks & Responsibilities:

1. Preparation of Marketing Mix
• Scan & analyse the IPM in terms of various therapies, customer segments and the dynamics affecting the market in the medium to long term
• Recommend various alternate approaches in addressing the market in terms of entry into various therapy brackets speciality segments for better evolution index in line with the vision for the division / organisation and get approvals of senior leadership team
• Prepare and Deploy effective Marketing Mix for the business and implement the same
• Deliver and deploy high quality project leads through superior marketing strategies & tactics

 
2. Design and Implementation of Marketing Strategies
• Design appropriate Marketing Strategies for the division as a whole and the various therapy segments with periodical focus with an objective of better evolution index for each brand franchise / therapy
• Sustain the focus on performance of well established brand equities through effective strategies and successful launch of line extensions
• Develop aggressive growth paths for secondary brands with an objective of achieving market leadership in various therapy segments whilst hiving off low contributors with low GC
• Deploy effective pricing strategies for improving the GC / Profitability of each brand franchise
• Manage the entire portfolio at various lifecycle stages of BCG matrix
• Deploy effective customer segmentation and product differentiation strategies
• Design and implement integrated marketing communication to each customer segments through Field Force
• Effective implementation of Marketing strategies through FF and support through joint field work by self and entire marketing team (8-10 days of field work recommended)
• Train the FF in effectively implementing marketing campaigns/ promotional themes
• Constant monitoring of the effectiveness of implementation and improve at critical mile stones

 
3. Customer Development / Market Development
• Deploy effective KOL strategy and oversee implementation of the same whilst developing own KOLs
• Participate in various customer forums for influencing key drivers / decision makers in high priority segments
• Understand and constantly update the various initiatives by competitors and ensure mechanisms to ward off threats

 
4. Team Leadership
• Provide leadership and direction to a team of therapy heads (GPMs) and Product Managers & ensure that they are effectively deployed for achieving the business goals, MS goals and profitability goals of the division

 

Contact Details: johnson.mathew@cadilapharma.co.in, jatin.paramar@cadilapharma.co.in

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