District Business Manager leads a team of Territory Executives (TE), Sr. Territory Executives (Sr. TE) and Asst. District Managers (ADM) to achieve and exceed the budgeted sales for the assigned geographical area. The role holder is also responsible for optimizing productivity through planned coverage of customers, resource deployment and meaningful and timely implementation of sales promotion initiatives for self and the team, in accordance with established sales & distribution policies and procedures.

Strategic/ Policy

• Support the RBM in budgeting for the region

• Conduct sales analytics for the entire region to help draw out trends to impact the future business plans and provide inputs to the regional business manager for driving business growth

• Achieve the sales budget of a large / metro city / more critical district / institution

• Plan and develop suitable sales strategy in consultation with the RBM. Take the inputs of the PS/Sr.PS/PE to prepare the sales plan. Finalize district targets for each of the key products

• Undertake monthly phasing of sales targets and schedule sales for each member of the team

• Validate the sales forecast and the rolling sales plan as per the defined frequency

• Manage salvage net to maintain it at an acceptable level

• Coordinate the sales efforts of TE/Sr. TE/ADM in the District to ensure availability of products with the wholesalers and take prompt action to fill gaps, if any

• Plan and organize sales promotion campaigns by selecting high potential medical practitioners

• Guide and assist the TE/Sr.TE/ADM in implementing the sales strategy, selection of customers, profitable coverage of sale area and determining frequency of calls.

• Guide and instruct TE/Sr.TE/ADM on compliance with promotional guidelines and adverse event reporting policies and procedures as related to expiry date products.

Operational / Process

• Stay updated on the competitor’s activities through personal visits to medical practitioners, wholesalers and retailers and through systematic collection and analysis of data, statistics and information from PS/Sr.PS/PE in the field.

• Make personal visits to customers to build effective relationships through face-to-face selling and promotion of sale.

• Review and assess the effectiveness of sales campaigns and programs; take corrective action and recommend improvement in sales planning, sales methods, market coverage and sales administration.

• Provide periodic updates / reports to the Regional Business Manager (RBM) on sales achieved, market conditions, competitors’ activities and the performance of team members.

• Provide recommendations to the RBM on sales strategy, operations and methods of reducing costs

• Support institutional sales for the district by developing and managing relationships with key institutions in the district. Follow up with relevant stakeholders on institutional tenders and assist the IDM for the inclusion of new products in the list

• Build relationships with and manage Key Opinion Leaders (KOLs) and key customers

• Implement product promotion campaigns for new and existing products for the district

• Provide inputs to the marketing team for articulation of the marketing strategy

• Coordinate with the CFA and internal distribution teams to ensure product availability in the district; and for timely resolution of issues including ordering and dispatches

• Supervise planning and organizing of Continuing Medical Education (CME) programs with help from HODs, Consultants and administration department of hospitals

People

• Responsible for the recruitment and appointment of TE/Sr.TE/ADM in the region in coordination with the Field Hire Team

• Maximise productivity of the team through efficient decision making and delegation of authority

• Set out targets and objectives jointly with each team member

• Appraise performance on the achievement of targets against predefined objectives and recommend career progression decisions

• Ensure subordinate development through performance monitoring, periodical counseling, guiding and coaching

• Accompany the team for calls with medical practitioners, retailers or hospitals to help build their self-confidence and sharpen their skills

• Responsible for creation of Individual Development Plans for the reportees at the beginning of every year and conduct of periodic reviews on the progress made. Provide them with the requisite assistance to enable their development as per the plan

• Assist the Field Training Manager in identification of training needs for the field force in the region

• Ensure imparting of product and selling skills training for team members in line with their training needs

• Coach and mentor new district managers

• Provide guidance to the team with respect to company procedures, policies and guidelines

• Act as the custodian of all compliance related matters for the district. Also assist the RBM in ensuring compliance for the region.

• Demonstrate and promote global values in all interactions

• Demonstrate leadership behaviors

Financial

• Ensure achievement of Sales budgets for the assigned geographical area

• Regulate the acceptance and execute orders within the authorised limit

• Ensure that customer dues are collected in accordance with credit terms & outstanding are kept to the bare minimum

• Ensure proper utilisation of product samples, detailing aids and other promotional material.

• Ensure budget control and adherence for the area

• Ensure proper accounting and reporting of expenses

• Assist the RBM in managing the operating expense for the region

Technology

• Use technology solutions for enabling better information availability.

• Use technology developments for effective field operations and training

Qualification

• Degree in Sciences / Pharmacy or Graduation with relevant experience is desirable.

• Diploma/ Degree in sales/marketing is advantageous

• Experience of 5 to 8 years in sales

Special Skills & Knowledge

• Knowledge of therapeutic segments and related medical information.

• Knowledge of regulatory aspects and issues related to the Pharmaceutical industry.

Pfizer is an equal opportunity employer and complies with all applicable equal employment opportunity legislation in each jurisdiction in which it operates.