Job title: Scientific Sales Executive
Company: Sanofi
Job description: ROLE DESCRIPTION
Role Title
Scientific Sales Executive /Sr. Scientific Sales Executive
Supervisor Title
Area Manager
Function
Sales
Country
INDIA
Created By & Date
Staffing, May 2013
Updated By & Date
PURPOSE OF THE ROLE
- To achieve the area sales objectives and stretch beyond targets by increasing prescription from identified doctors through effective implementation of marketing activities. To support in organizing patient acquisition and retention programs.
ORGANISATIONAL CONTEXT
Area Manager
SSEs
COLLABORATION
Primary
Secondary
- Internal
Sales Leadership
Zonal HR
Optima Coordinators
- External
Distributors
Doctors
Chemists
Finance
Medical
MANAGEMENT / LEADERSHIP RESPONSIBILITY
1.
Organization
- To align with and participate actively in organization led initiatives periodically.
- To understand and comply with the organization code of ethics
2.
Scope of Role (Team, Geographical, Material)
- Role based at the respective region assigned
KEY RESULT AREAS
Sl.
Work Area
- Descriptors
Performance Indicators
1.
People
- Capability Development – Attend all local and regional meetings and training programs and acquire and apply knowledge as disseminated through such programs.
- New Hire Induction – Impart field induction training to new joiners monitor progress and give feedback to superiors.
- Make product presentation and assist area manager in PCM’s whenever required.
- Assist AM in collection and summarizing of SLP sales leadership in plan formats.
- Attendance and participation at local/regional meeting
- Attendance and participation in training programs/seminar
2.
Financial
- Sales Target Achievement – Achieve monthly, quarterly and annual sales targets as assigned by AM/RBM
- Inventory Management – Forwarding of breakage & expiry of products within limits of authority.
- Customer Acquisition Budget Management – Decide and effectively utilize financial investment for doctors within the ethical guidelines of the group maximum up to Rs. 2500/- per quarter.
- Target achieved
- % Growth
3.
Process
- Doctor Calls – Make a predetermined number of effective calls to doctors for promoting company’s products and concepts as per policy decided from time to time. Collect complete data on territory doctors, maintain and submit call records in the prescribed format and update doctor data base.
- Efficient Day Planning – Plan day’s work with clear objectives for each call, perform pre and post call analysis and visits chemists for feedback.
- Market Intelligence – Keep track of movement of company products vis-à-vis competitor’s products and give regular feedback to superiors. Assist the AM to identify appropriate target doctors.
- Report adverse events to Pharmacovigilance.
- Effective utilization of SFE tools OPTIMA and SLP guidelines for process excellence.
- Product Availability – Make the products available, follow-up and coordinate with the chemists and C&F to ensure adequate inventories of company’s products.
- Call average
- Frequency of coverage i.e. A, B doctors
- Accuracy and timeliness of Data entered in OPTIMA
- Market & competitors feedback to superiors
- Adverse event reporting
4.
Customer
- Brand Building – Organize specific group events of doctors – organize logistics e.g. venue, date, & time, materials, etc and co-ordinate with therapeutic area executive/product manager in compliance with the ethical framework of the company.
- Participate in the patient acquisition and retention campaigns, where applicable. Give post program feedback; follow up with participating doctors to increase demand.
- Inventory level recording
- Quality, timeliness and effectiveness of events organized
- % growth in patient acquisition and retention
- Feedback from key customers – Doctors chemists.
ROLE – HOLDER ENTRY REQUIREMENTS
Minimum Educational Qualification
- B. Sc. Or Preferably B.Pharm
Relevant Work Experience
Minimum years of experience
- 2-3 years of sales experience
Preferred industry experience
- Pharmaceuticals (preferred), consumer health care
Functional Knowledge Required
- Product knowledge
- Market Knowledge
- Business policy knowledge and procedures of the company
Skills Required
- Communication and presentation skills
- Selling and negotiation skills.
- Interpersonal relations and skills to manage customer relations.
- Ability to work with database and data warehousing programs
Desired Competencies
Act for Change
Think strategically
Strive for Results
Lead Teams
Commit to Customers
Make Decisions
Cooperate Transversally
Develop People
CAREER DEVELOPMENT OPPORTUNITIES
- The career path for the role can be towards territory management as Area Manager, Territory Manager or moving into an individual contributor role in other therapy areas.
The above is only representative, Sanofi believes in allowing individuals to chart their career paths based on their interest
At Sanofi diversity and inclusion is foundational to how we operate and embedded in our Core Values. We recognize to truly tap into the richness diversity brings we must lead with inclusion and have a workplace where those differences can thrive and be leveraged to empower the lives of our colleagues, patients and customers. We respect and celebrate the diversity of our people, their backgrounds and experiences and provide equal opportunity for all.
Expected salary:
Location: New Delhi
Job date: Wed, 07 Sep 2022 22:25:35 GMT
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