Territory Manager -Jaipur-Roche

The Position

Job Desciption Summary

  • Responsible for selling the company’s products or services, developing new accounts and/or expanding existing accounts
  • Will support Jaipur, Rajasthan Territory
  • Job Type : Individual Contributor

Role And Responsibilities

  • Sales
  • Ensure weekly execution of SKU wise and value wise achievement through prescription driven primary and secondary sales plan to achieve monthly objectives of the assigned territory
  • Ensure regular billing of the stockiest as per the provided guidelines minimum of 40% primary sales by mid-month of the assigned territory
  • Ensure stock management at stockiest as per the provided stock norms minimum of 22 inventory days of stock SKU wise of the assigned territory
  • Sales Promotion
  • Executing the sales promotion plan & marketing campaigns as per assigned time lines on a monthly basis with listed customers –(Primarily for HCPs and retailors if required)
  • Ensure proper detailing of product features and benefits using official detailing tools
  • Provide feedback on medical & marketing campaigns execution at stipulated frequency
  • Ensure to capture competitors product movement and trends through RCPA
  • Ensure to achieve set objectives of customer conversion by increasing user base and usage base
  • Achieve Min Reach Index – customer coverage 100 % and Efficiency Index – frequency norms of customer visit metrices , as prescribed .
  • Ensure to meet the minimum field working days / month and Daily call average as per the SFE matrix
  • Ensure submission of Secondary Sales Statement for each distributor during JCM every month
  • Planning
  • Assist the ASM in planning for the territory by providing information on the market environment
  • Submitting the inventory requirement of their stockist to ASM as per headquarter sales plan
  • Preparing the sales promotion execution plan through proposed in-clinic activities and CMEs
  • Providing market information and feedback on the category and business on regular basis
  • Ensure daily reporting in SFDC and timely submission of tour plans, monthly report, KSFs, travel requests, expense statement etc
  • Need to ensure inclusion of uncovered potential customers in coverage list through RCPA & market intelligence
  • Ensure to prepare Permanent journey plan for all listed customers. Should prepare monthly tour plan to cover customers as per planned permanent journey plan
  • Distribution Management
  • Monitor stockist performance through defined KPIs on weekly basis
  • Review existing distribution network & on a need base propose appointment of new stockist propose replacements of non-performing stockist
  • Regular visit to the stockist and retailers to sort out their issues and concerns regarding invoicing , accounts, price, competition, demand generation, slow moving products and schemes
  • Built connect with distributor sales staff to obtain insight about new and uncovered potential customers
  • Build strong relations with Distributors and all relevant stakeholders through regular connect, generates business insights through such interactions leading to strong customer engagement
  • Engage with retailers on a daily basis to generate POB (purchase order booking) for products as per plan
  • Visual Merchandising in Retailer outlets to attract, engage, and motivate the customer towards making a purchase
  • Others / Ethics:
  • Ensure to achieve set objectives of customer conversion by increasing user base and usage base
  • Ensure all the sales activities are conducted in a complaint manner and as per Roche code of conduct
  • Follow Roche Safety Health & Environment (SHE) guidelines
  • Maintains highest standards of ethics, quality, compliance and accountability himself/herself – proactively report unethical practices
  • Demonstrates ability to create a trusting, collaborative and ethical work relationship leading to zero principle violations of Roche code of conduct and ensure prompt escalations if any violations are observed
  • Demonstrates mindset to deliver stretch targets beyond expectations by inspiring self and others leading to 100% delivery against targets

Education & Experience

  • Education
  • Graduate/ Science graduate/ MBA (Preferred)
  • Experience
  • 3 -5 years field sales experience in Sales & Marketing, in Pharmaceutical / Medical Device(CGM, SMBG) – Insulin delivery devices industry
  • Required
  • Experience of working with leading MNCs/ Good Indian MNCs
  • Good relationship management skills with HCP- KOLs and KBLs. Experience in handling Diabetes Management portfolio – Insulin therapy, OHAs (Gliptins/SGLT2), Insulin devices

Key competencies

  • Expected
  • Drive for result
  • Planning and prioritizing
  • Communication
  • Customer focus HCP
  • Integrity
  • Team work
  • Performance orientation
  • Learning agility
  • Technical and Business Expertise
  • Applies emerging knowledge and trends in one’s area of expertise to improve results
  • Builds strong relationships with key customers
  • Contributes expertise to help colleagues within and beyond his or her area
  • Achieving Results
  • Is goal-directed, persistent; driven to achieve objectives
  • Holds self accountable for meeting commitments
  • Recognizes the contributions of teammates and peers
  • Teamwork and Collaboration
  • Addresses and resolves conflict by creating an atmosphere of openness and trust
  • Establishes strong collaborative relationships
  • Inspires others to do their best work by offering support and encouragement
  • Communication
  • Listens well
  • Expresses ideas fluently and eloquently
  • Is open to the input of others
  • Can be depended on to tell the truth regardless of the circumstances

Who we are

At Roche, more than 100,000 people across 100 countries are pushing back the frontiers of healthcare. Working together, we’ve become one of the world’s leading research-focused healthcare groups. Our success is built on innovation, curiosity and diversity.

Roche is an Equal Opportunity Employer.


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