Job Description
Role: Healthcare Executives
Team: Internal Medicine
Company: Pfizer Limited
We are looking for experienced frontline sales professionals for taking on the biggest opportunity in various verticals of Pfizer India. This individual will be responsible for driving sales results and build long term client relations with KOLs.
A. APPOINTMENT
The appointment of Healthcare Executive is in the Executive Cadre of the Company and reflects the
importance of the incumbent's role as an important and active link between the Company and its
customers in establishing and enhancing customer relationships, territory development and optimizing
business potential in the territory for the company. The incumbent is expected to carry out his role with
a fair measure of independent responsibility, within the framework of Company policies.
B. ROLE PURPOSE
As Healthcare Executive the incumbent is expected to be a vital interface between the Company and the
medical profession by briefing them on the scientific features and patient care benefits in respect of
company's products, consistently achieve budgeted sales of the products in the assigned territory through
planned coverage and systematic implementation of promotional strategies and customer service initiatives
and reporting thereof.
C. JOB SPECIFICATIONS
1. Qualification
- Graduation Degree in Sciences / Pharmacy with relevant experience is desirable.
- Experience of 2 to 8 years working with pharmaceutical sales can apply to join this team and drive our ambition.
2. Special Skills & Knowledge
- Knowledge of therapeutic segments and related medical information.
- Knowledge of regulatory aspects and issues related to the Pharmaceutical industry.
- Knowledge of applicable Pfizer policies and procedures, including those relating to promotional
practices and adverse event reporting.
3. Key Competencies
- High drive for Results
- Planning & Prioritizing
- Articulate in-clinic Communication
- Customer Focus
- Integrity
- Confidence & Commitment
- Initiative
- Team work & Co-operation
- Performance Orientation
4. KEY ACCOUNTABILITIES:
A. Strategic/ Policy:
- Develops a clear understanding of his role as a responsible Executive of the Company and applies
the knowledge, experience and skills to achieving the defined objectives for the Position and the
Team, as applicable. Keeps the organization policies and interest uppermost in mind while
executing the role as per guidance of the superiors.
- Reviews and discusses his plans for the achievement of his territory's sales budget each month.
Seeks the assistance of the Healthcare District Manager and the Regional Business Manager in
formulating sales strategy, delivers promotional messages tailored to each customer need.
- Jointly with the Healthcare District Manager, classifies the medical practitioners in his territory in
three categories A, B and C in the descending order of importance, A being the most important
and C the least.
- Schedules the frequency of his calls on the doctors depending upon their importance regarding
sales of Company's products.
- Strictly adheres to coverage plans and frequency.
- Strictly adheres to all applicable Pfizer policies and procedures.
B. Operational
- Regularly visits the Hospitals in the area to ensure the sale of Company's major products collects
information on the sales of competitor's products and regularly updates this data.
- Keep himself updated on the competitor's activities through personal visits to wholesalers and
retailers and through systematic collection and analysis of data.
- Books orders from the retailers to ensure adequate availability at their shelves to meet the market
demand. Also assists the display of Company's products on the retailers' shelves.
- Ensures thorough pre-call planning and asks for the assistance of the Healthcare District Manager,
wherever necessary.
- Prepares and implements special schedule for doctors visits/calls at the time of new product
launch or sales campaign etc. using special presentation, promotional materials and sales
strategies.
- Carries 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.
- Follows his approved tour programme, prepares and sends Daily reports either in paper form or
electronically on his day to day activities mentioning in detail about the calls made by him on the
doctors clinics and hospitals.
- Maintains contacts with nursing homes, clinics and hospitals in his territory. Collects the data on
annual budget for medicines in respect of each of the hospitals, their mode of purchase, rate
contract, and drug committee members.
- Maintains regular contacts with medical practitioners, consultants, Hospital KOLs and
wholesalers.
- Forwards adverse events and product complaints reported by customers and consumers in the
appropriate format in a timely manner as described in the relevant SOPs.
- Conducts Taxi tours to meet the customers in micro-interiors and generate business for the
products.
- Conducts group meetings, Speaker programmes, and Round table meetings for the doctors and
Hospital KOLs to impart product benefits.
- Conduct camps in coordination with the medical Associations.
3. People
- Demonstrate and promote Pfizer global values in all interactions.
- Demonstrates team spirit and cooperation towards achievement of individual and team
objectives.
4. Financial
- Achievement of Sales budgets.
- Assists in the collection of receivables, where required
- Proper utilisation of product samples, detailing aids and other promotional material.
- Proper accounting and reporting of expenses.
5. Technology
- Use technology solutions for enabling better information availability.
- Use technology developments for effective field operations.
E. PERFORMANCE MEASURES
Key Performance Indicators
- Achieving and exceeding Sales targets both in-line and KDPs
- Activity measures
- Evaluation index
- Productivity norms
- Account receivable norms
- Compliance to SOPs
This Role Profile for the Position is illustrative in nature and not exhaustive. Additions/deletions may be
made as necessar
Pfizer is an equal opportunity employer and complies with all applicable equal employment opportunity legislation in each jurisdiction in which it operates.
Sales
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