Business Head / BH / Regional Sales Manager - Jaipur

·        To achieve the targeted net primary sales by the end the month, by ensuring the following:

o  Requisite time allocation for Joint Field Working depending on the BE’s / BM’s profile (strong/weak /newly appointed BEs / BMs).

o  Each of your BE’s visit all the doctors & chemists as per the schedule mentioned in MP.

o  Proper schedule of Joint Field Working by each of the BMs as per the requirement of the HQ and BE’s profile (weak/strong/newly appointed BEs).

o  Overall sales in each BE/BM’s territory (weekly).

o  100% CDL coverage by each of the BMs under you.

·        To ensure that each of your BEs achieve the targeted core product unit sales by the end the month, by ensuring the following:

o  Proper coverage of doctors as per the norms.

o  Utilization of all the promotional materials by self and BEs – visual aid, DLBL, samples, corporate gifts, scientific inputs like case studies provided by the organization, as per strategy, effectively.

o  Demonstrating and training the BEs and BMs on the following during the joint field work/classroom induction:

-         Effective in-clinic performance for generation of desired prescriptions.

§ Product knowledge and detailing

§ Establishing superiority over the competitor’s product

§ Objection handling skills

·        To ensure effective implementation of the company’s product promotional strategies by BEs and BMs.

·        To maintain minimum possible attrition in your team by ensuring motivation as well as retention of employees.

·        Effective vacancy management by ensuring:

o  In case of a vacancy in his/her territory, filling the same up within 2 weeks in coordination with HR Department.

·        To ensure that each BE enters the weekly closing stock in SFM and sends monthly stock and sales statement to the HO. Reviewing them and taking the required action in case of low weekly sales, over/under-stocking of goods etc.

·        To ensure minimum credit note issuance from the region assigned to you, by effective liquidation of stocks in the desired time.

·        Monthly performance review of BMs in terms of:

o  Net primary sales achieved vs respective target

o  Net product units sold vs respective target

o  Action plan for the next month

·        Ensuring SFM reporting of each doctor/chemist visit immediately after the visit (Self, BMs & BEs).

·      ·        Appointment of stockists as per company norms.