Role Purpose

• This is a field role whose objective is primarily to manage pharmacy and specialized channels partners and manage these partners medical representatives to drive in market sales, distribution and in market execution of sales schemes.
• This role involves managing Health Care Professionals (HCPs) in the categories we play in.

Main Accountabilities

• Day to day management of pharmacy distributors, Pharmacy chain stores, Pharmacy independents and specialized channels to ensure achievement of agreed sales, distribution, stock and productivity targets.
• Day to day management of healthcare professionals (HCPs) – Skin/ Derma specialists, Pharmacists, GPs etc.
• Day to day detailing to Health Care Professionals (HCPs) on our categories/ Brands.
• Engagement of HCPs through organizing round table meetings, webinars, seminars, meet and learns, conferences and through the different representative bodies that the HCPs partner or belong to.
• Sales capability / medical knowledge and dissemination to Internal and external stakeholders on the categories / areas we play in.
• Manage the pharmacy and specialized channels annual calendar that captures 360 activities for HCPs, partners and KOs (key opinion leaders).
• Capture insights in pharmacy and specialized channels regarding customer needs, trends in the categories we play in and in turn interpret this in the organization to develop strategies to win the market.
• Create and implement business plans for key distributors, retailers, HCPs and Key opinion leaders in the industry.
• Present, sell, educate company products and educate HCPS on products and category / product information to existing and potential customers and Communicate and Steer any Trade Schemes developed.
• Identify and manage customer issues through regular sales calls and follow-up.
• Achieve annual Net Sales, IMS and Productivity Targets for defined customers.
• Prepare/ present the Distributor annual/Quarterly plan in line with Agreed Company Targets.
• Execute promotions in line with Trade support Plan.
• Ensure effective and efficient distribution per agreed Channel.
• Regular detailing plan driven according to segmentation of customers.
• Present and agree the approved Customer Plan, covering all business requirements i.e., Sales Development (Turnover), Store Standards, Promotional Activity, Product assortment.
• Day to Day management of Distributor, their sales team, pharmacists, HCPs, KOs and their regulating bodies.
• Internal interaction with Marketing teams, SCM Supply chain, Finance and Management to drive winning strategies.