Area Sales Manager - Lab Diagnostic

Role & responsibilities

CALLS ON PATHOLOGISTS & TECHNICIANS

• During the course of month, the Diagnostics Specialist will make 225-240 standard calls on Pathologists, Physicians, Technicians, Blood Banks, Hospitals or any other present or prospective customers depending on the number of working days in a month (i.e. 25 to 27 working days).
• Standard calls shall mean calls on Pathologists, Professors, Readers, Lecturers and Technicians, or any prospective end-user / customer / prescription of companys products / services.

VISIT TO STOCKISTS

• In a month, the Diagnostics Specialist will visit stockists covering all stockists functioning in his currently assigned territory depending on the working days in a month, (i.e. 25 to 27 working days). The Diagnostics Specialist should try to book as many orders as possible from stockists.

REGULARITY IN DAILY WORK

• The Diagnostics Specialist will observe regularity in their daily work and they will regularly post their daily reports duly filled in every day, except on holiday and Sunday and day or days of leave in which cases they will post the daily reports on the following days.

ADHERENCE TO TOUR PROGRAMMES

• The Diagnostics Specialists will follow the approved tour programme based on standard tour programme fixed by the Management. Such tour programme should be forwarded by the Diagnostics Specialist to the Marketing Department 60 days in advance to enable the Marketing Executive to plan out his working with Diagnostics Specialist well in advance so that the Diagnostics Specialist receives his programme containing the working of his Marketing Executive with him well in advance.
• In case of deviation from the approved tour programme under unforeseen circumstances, the Diagnostics Specialist will inform the Marketing office telegraphically or by a letter giving reasons.

BROAD WORKING PATTERN

• The broad working pattern and responsibilities of the Diagnostics Specialists in terms of implementation are listed below:
• To judiciously use clinical samples, demonstration kits, literatures, stationary and gift articles as and when provided to them by the Management for demonstration / distribution amongst Doctors.
• To book orders from Doctors, Chemists, Hospitals and Institutions and other customers.
• The Diagnostics Specialist irrespective of any designation given to them is defined as an employee making calls to all the present and prospective customers of the companys products or services.
• To co-operate with the Management by requesting the stockist to retire documents in time and by following up payment by the Government and other institutions.
• To actively participate in the sales conference, sales meetings, refresher courses, conducted by the Company or its supervisory staff.
• To co-operate with the Management in increasing sales turnover and achieve sales target set up for individual representative.
• To make available sales statistics supplied by the Company to individual representatives at the time of discussion during sales meetings or sales conferences.
• To comply with the directives of the Company and extended all cooperation to the respective supervisory staff and the Companys officers and Executives while working o the field and in promoting sales of the Companys products.
• To direct the efforts and activities for the promotion and augmentation of sales of Companys product keeping adequate pace with the growth of the diagnostics industry in the country on the whole and bearing in mind the potentiality of individual products of the Company.
• To equip themselves with adequate product knowledge about Company’s products and shall remain fully acquainted with the competitors’ products and activities and will provide proper feed back in this respect to the Marketing Office.

PREPARATION OF LIST OF PATHOLOGISTS, TECHNICIANS (CUSTOMERS)

• Each Diagnostics Specialist will prepare a list of all Pathologists and Technicians, customers of his territory with their full names, degrees and full postal address, to be visited which may include Pathologists, Professors, Readers, Lecturers and Technicians. Such list should be finalized in consultation with Marketing Executive / Marketing Manager.
• Such list should be prepared within 3 months from the date of appointment and should be forwarded to the Marketing Office at Surat in duplicate or soft copy as directed.
• Such list of Pathologists and Technicians will be periodically revised and corrected.
• The list of Pathologists and Technicians will be treated as confidential and Diagnostics Specialists shall not confide any such information either to the Pathologists or to the Professional competitors.

MAINTENANCE OF DIARY

• The diary given to the Diagnostics Specialist to record their daily calls on Pathologists and Technicians and stockists should be maintained uptodate and should be made available to the Company’s Supervisory staff, Officers or Executives whenever required.

FILLING IN OFF DAILY REPORTS

• All columns of the Daily Report form should be filled in properly.

LIST OF STOCKISTS

• A complete and up to date list of stockists in the respective territories of the Diagnostics Specialists of the Company will be prepared by the Diagnostics Specialist.
• Such list should be occasionally revised by deletion of name of these stockists who have ceased to operate and by addition of new stockists who have started a fresh in the respective territories of the representative.

EXPENSE STATEMENT

• When deductions in the expense statement are made the Company will inform the Diagnostics Specialist concerned. The Company agrees to make goods the deductions made by the Company in the expense statement on receiving proper and satisfactory explanation from the representative in respect of such expense.
• The Management is at liberty to amend or modify the work norms from time to time as may be necessary in the interest of business and such norms as amended will be binding on the Diagnostics Specialist.