Territory Manager - Immunology & Neurology

Overview

Territory Manager for Lilly's India affiliate, enhancing the customer experience by delivering pharmaceutical healthcare solutions in an assigned territory and achieving individual and pool sales targets.

What you'll do

• Analyze market trends and develop a sales plan for the territory.
• Meet and engage designated doctors in the assigned territory, promoting company products to customers.
• Strengthen relationships with stakeholders such as doctors, paramedics, retailers and stockists to achieve individual and pool sales targets, using patient focused selling principles while adhering to Lilly compliance guidelines.
• Develop a detailed territory business plan for the portfolio, making strategic decisions about goals and resource investments, and monitor and measure the plan.
• Based on Retail Call Audit and market analysis, refresh and update MCL from the universal list provided by sales operations.
• Prepare a retail call list for important retailers and a patch plan as per customer availability and schedule.
• Prioritize business opportunities and plan for achieving targets set by the company.
• Track and analyze weekly sales data to identify trends and make required modifications to the plan.
• Meet the required number of customer calls as per SPP targets and call plan, and meet retailers to gather information on product trends and competitor data.
• Conduct pre-call planning and post-call analysis, and record next call objective in the approved CRM tool.
• Use relevant sales materials to address customer questions, objections and concerns.
• Finalize a quarterly doctor engagement plan and conduct programs as per plan, steering all related logistics and coordination.
• Identify speakers and audience for programs, work with departments to ensure timely documentation and certification of speakers, and invite doctors to Marketing led programs.
• Conduct Retailer Awareness Programs and Nurses awareness programs to upgrade the knowledge of paramedic staff, as per compliance guidelines.
• Engage with stockists regularly, gather information to analyze weekly sales trends, and conduct physical stock verification at the stockist.
• Maintain a balance between first line and second line sales as per company guidelines.
• Participate in ensuring availability at retailers, including placing and collecting orders.
• Coordinate between stockist and CFA at the time of closing, and identify new stockists and propose them to ASM.
• Report all doctor and retailer calls in a timely manner, report details of programs conducted, report medical services requests received from doctors through on-demand, and present sales trends in monthly reviews.

What you'll need

• Graduation in any field (preferably Science) with minimum one year of sales work experience.
• Good communication and presentation skills.
• Basic knowledge of therapeutic area and product segment.
• Emotional Intelligence.
• Organizational skills.
• Learning agility.

Nice to have

• Graduation in Science.

Details

• Location: India, Mumbai.
• Performance is measured by approval of plan by supervisor, quality of analysis, SPP target versus achievement, adherence to compliance requirements, sales target versus achievement, stakeholder feedback on program quality, program attendance against target, inventory plan versus achievement, and regular and accurate reporting.