Healthcare executive

Role Summary

Healthcare executive responsible for achieving sales budgets for the assigned geographical territory and driving business growth through planned territory action and field execution. The role requires understanding the responsibilities of a Company officer and applying knowledge, experience and skills to achieve defined objectives for the position and the team. This is a remote/field-based role with flexible work location.

Responsibilities

• Ensure achievement of sales budgets for the assigned geographical territory
• Develop an understanding of the role as a responsible Officer of the Company and apply knowledge, experience and skills to achieve defined objectives for the position and the team
• Review and discuss monthly plans for the territory’s sales budget (overall and product wise); seek assistance from the District Manager in formulating sales strategy
• Conduct sales analytics to identify areas and stakeholders to focus on for driving business growth in the territory
• Provide inputs to the District Manager to validate the sales forecast or rolling sales plan as defined
• Provide inputs to the District Manager to help manage salvage net to maintain it at an acceptable level
• Jointly with the District Manager, classify medical practitioners in the territory into A, B and C categories in descending order of importance
• Schedule the frequency of calls on doctors based on their criticality to achieving district sales targets
• Deliver promotional messages tailored to each customer’s needs to maximize sales
• Adhere to coverage plans and frequency
• Adhere to all applicable Pfizer policies and procedures
• 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 contacts with medical practitioners, consultants, chemists and wholesalers
  • Book orders from the retailers to ensure adequate availability of products to meet the market demand; display point-of-sale promotion material 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 using special presentation and promotional materials in line with the sales strategy
  • Carry meticulous one-to-one detailing of the product highlighting features/benefits, proven efficacy, new research and clinical findings
  • Follow the approved tour program
  • Prepare and send daily reports detailing day-to-day activities and calls made on doctors clinics and hospitals
  • Maintain contacts with nursing homes, clinics and hospitals; collect data on hospital budgets, purchasing methods, rate contracts and drug committee members
  • Forward adverse events and product complaints reported by customers and consumers in a timely manner per SOPs
  • Conduct taxi tours to meet customers in micro-interiors and generate business for the products
  • Conduct group meetings, speaker programs, and round-table meetings with doctors and chemists to raise product awareness
  • Build relationships with and manage Key Opinion Leaders (KOLs) and key customers
  • Coordinate with CFA for inventory management
  • Execute product promotion campaigns for new and existing products in the territory
  • Track hospital purchase trends in the territory
  • Conceive, plan and organize Continuing Medical Education (CME) programs with help from HODs, Consultants and hospital administration
• People
  • Trainee PSOs or other field trainees as may be assigned as mentees
  • Share learning from experience with team colleagues
  • Demonstrate and promote Pfizer global values in all interactions
  • Demonstrate team spirit and cooperation towards achievement of individual and team objectives
  • Adhere to proposed training calendar for the year for self
  • Act as the custodian of all compliance related matters for the territory
• Financial
  • Assist in the collection of receivables, where required
  • Ensure proper utilisation of product samples, detailing aids and other promotional material
  • Ensure proper accounting and reporting of expenses
• Technology
  • Use technology solutions for enabling better information availability
  • Use technology developments for effective field operations