Head - Sales & Marketing - Pharma - APAC (15-25 yrs)

Position: APAC Head/Asia Head

Department: Sales & Marketing

Experience: 15+ Years

Location: Pune

Responsibilities/ Job description

Commercial: Targets achievement

People:

Reps:

- To achieve the secondary targets

- by sanitizing customer list, and effective calling on customer base through Sales Force Effectiveness

- Development of the reps for Sales Force Effectiveness and In Clinic Effectiveness

Distributor:

- Manage stock and payment status frequently as per the agreement

- Reporting of Secondary and tertiary sales at distributor level.

Customers: To maintain healthy business relationship with customers like Doctors, Pharmacies, Distributors, MOH (Ministry of Health) officials etc. and enhance the image of self and company. Should have own customer list KOL, KBP, MOH (tenders & Regulatory)

Accountability:

- P&L management of Country/countries handled

- Distribution and achievement of primary & secondary targets territory wise/rep wise/Product wise

- Involved in the budgeting activity, suggesting primary targets based on secondary plans (current V/s planned).

- Responsible for collections & maintaining adequate stock at distributors place

- New products filings with MOH in coordination with Regulatory Affairs team.

- Selection / finalization of Customer list including KOL, KBP, Hospital Authorities, MOH (tenders & Regulatory)

- Vacancy management - filling up of Reps vacancies immediately to have sustained business performance

- Product Mix and Pricing Mechanism to have Profitability

- Initiation and execution of Marketing activities in line with target therapeutic areas and business plans

- Development / Training needs identification for Reps

- Conducting small training to Reps like soft skills & Product knowledge, In clinic effectiveness

- Accountable to manage Sales to Cost ratio

- Able to maintain right Span of control on Reps

- Ensure compliance with the HO policies in terms of reporting and reviews

Know-how:

- Product & therapeutic knowledge

- Expenses management of the country (travel, Incentive, regulatory etc)

- Should be aware of Competitors activities / Products/Pricing/promotion/place - benchmarking

- Should know about Quality of distribution

- GMP knowledge for different products

- Shipment and distribution process

- Placement & tracking of orders from India to distributor (distribution cycle)

- Evaluation of reps In-Clinic Effectiveness and territorial Mgmt.

- should have understanding of the local laws of the country and ensure compliance with same so that business should not effect at any point

Decision Making:

- Finalization of Customer base, Promotional activities, recruitment of Reps

- Business Development and New Products Inclusion based on market survey

Additional task:

- Attend and present details in monthly Review meetings

- Liaison with different departments such as Regulatory Affairs, Project Management, Business Development, Finance, HR, Supply Chain, Medical Affairs

- Identification, Preparation, filing and registration of new products with MOH.

- Administration related work in terms of Subsidiary if applicable (maintenance of certificates of company, statutory compliances)

- Should maintain records of all sale / stock / marketing / activity / expense etc. and produce the same as and when asked by seniors.

Skills:

- Ability to work in complex model

- Performance driven