Job Purpose As a Therapy Business Manager you will be responsible for developing and implementing all sales strategies in the assigned market. Further you will drive primary and secondary sales, ensure brand presence in the assigned market and manage the distributor network to achieve desired sales/business objectives.
Roles and Responsibilities in detail
Business generation & development:
Achieve monthly, quarterly, half yearly and yearly sales target by promoting company’s product ethically to customers as per the business plan
Having science-based discussion with doctors and chemists for promotion of product in clinic and at chemist place
Organizing Camps (CME) as per the division strategy and customer needs
To plan and conduct merchandising and sampling activity as per Division strategy.
Facilitate the process of successful new product / products launch in the territory by undertaking correct identification and targeting customers for the new product, meet them at pre-determined intervals, effective in clinic / trade promotion and share feedback with the company
Execute the customer management plan to ensure that all the customers are covered as per the plan and meet minimum KPIs as follows:
a. 100% coverage of Doctors. b. Customer Call average as per the customer management plan of the division / therapy. c. Market intelligence collection, retailer level inventory management calls as per the product profile and marketing strategy of the therapy / division.
Prescription audit for Abbott brands and other competitors’ brands
To create and update customer list having specified number of doctors / chemist (Trade) as per the therapy / product requirement and maintain the same in physical / electronic format.
Identifying potential town and appointing distributor and customers (trade) in line with business philosophy
Brand Management:
Ensuring the visibility of Abbott brands on retailers’ outlet as a part of brand promotion strategy
To carry out activities across trade and clinics for brand visibility
To plan and attend Retail meets, Market Blitz etc. for sales growth
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Generate POBs for Abbott brands as per the business plan
Recommend appointment of a party as a distributor after evaluating its commercial standing, credit worthiness and personal assets.
Ensure that stock and sales statements have been sent by the distributors on due dates
Ensure that the claims of the distributors are settled by company within specified time limits
You are manager of the company in your territory and will be authorized to build company’s reputation in your territory. You will be responsible for practicing and leading other junior team members of the company by setting personal example of excellence in:
Lead and execute strict adherence to Abbott Code of Business conduct
Set examples on implementation of the code of business conduct, FCPA , Pharmacovigilance to ensure compliance
Conformation to all financial and administration systems, compliance to statutory and regulatory norms of the company and laws of the land
Demonstrate and promote professional behavior in line with Abbott Values of Pioneering, Achieving, Caring and Enduring
Ensure high level of customer service and manage any difficult customer situations.
Ensure compliance with internal and external guidelines and ensure minimal comments in audits and other inspections
Ensure transactions and orders are processed with a high level of accuracy and commitment in order to satisfy customer needs
Manage attrition of customer and resource bases
Division and business strategy will be shared with you on time to time base which you will have to execute to the fullest
To attend and participate in Strategy meetings, briefing sessions, doctors meets, workshops, training programmes and any other programmes undertaken by the company to equip you or activities for performance of your job or promote the sales of product of the company or to improve company image.
Ensure adherence to EHS policies, procedures, rules and regulations. Attend all required EHS trainings as applicable. Wear safety gears (e.g. Helmet) while riding on two-wheeler. Report any EHS incidents and/or near misses (unsafe acts and conditions) promptly to supervision. Forward any opportunities to improve the EHS program to supervision.
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