Job Purpose

　　Summarize the primary purpose of the position, including scope of responsibility in 5-7 concise sentences. (i.e. Global vs. Country/Region) It may be helpful to complete this section after you have finished the other sections of the document.

　　Territory Executive / Sr. Territory Executive is responsible for achieving and exceeding the budgeted sales of products through planned coverage of customers and timely implementation of sales promotion initiatives within a certain geographic territory independently. The role holder is expected to be a vital interface between Pfizer and medical professionals by briefing them on the scientific features and patient care benefits in respect of company's products in accordance with established sales and distribution policies.

　　POSITION RESPONSIBILITIES

　　In order of importance, list the key accountabilities critical to the performance of the position. It is recommended not to list actual tasks but focus on essential responsibilities that highlight accountability and level of judgment required.

　　Strategic/ Policy

　　Ensure achievement of Sales budgets for the assigned geographical territoryDevelop a clear understanding of his/her role as a responsible Officer of the Company and apply the knowledge, experience and skills to achieve the defined objectives for the position and the team. Review and discuss his/her plans for the achievement of territory's sales budget each month (overall and product wise). Seek the assistance of the District Manager in formulating sales strategy.Conduct sales analytics to identify areas / stakeholders to be focused upon for driving business growth in the territoryProvide inputs to the District Manager to help him validate the sales forecast or the rolling sales plan as per the defined frequencyProvide inputs to the District Manager to help him manage salvage net to maintain it at an acceptable levelJointly with the District Manager, classify the medical practitioners in his/her territory in three categories A, B and C in the descending order of importance, A being the most important and C the least.Schedule the frequency of calls on the doctors depending on their criticality with respect to achievement of the sales targets for the districtDeliver promotional messages tailored to each customer's need so as to maximize salesStrictly adhere to coverage plans and frequencyStrictly adhere to all applicable Pfizer policies and procedures.

　　Operational / Process

　　Regularly visit chemists in the area to ensure sale of Pfizer's products, collect information on the sales of competitor's products and regularly update the team about this dataStay updated on the competitors' activities through personal visits to wholesalers and retailers. Maintain regular contacts with medical practitioners, consultants, chemists and wholesalers.Book orders from the retailers to ensure adequate availability of products to meet the market demand. Also, ensure display of point-of-sale promotion material display in retailers' stores in line with the promotion planEnsure thorough pre-call planning and ask for the assistance of the District Manager wherever necessary.Prepare and implement special schedule for doctors' visits/calls at the time of new product launch or sales campaign etc. using special presentation and promotional materials in line with the sales strategyCarry meticulous one-to-one detailing of the product bringing to the doctor's attention the special features/benefits of the product, its proven efficacy, new research and clinical findings etc.Follow the approved tour program.Prepare and send daily reports as per the defined process on his/her day to day activities mentioning in detail about the calls made on the doctors clinics and hospitals.Maintain contacts with nursing homes, clinics and hospitals in his/her territory. Collect the data on annual budget for medicines with respect to each of the hospitals, their mode of purchase, rate contract, and drug committee membersForward adverse events and product complaints reported by customers and consumers in the appropriate format in a timely manner as described in the relevant SOPsConduct taxi tours to meet the customers in micro-interiors and generate business for the productsConduct group meetings, speaker programs, and round table meetings for the doctors and chemists to create awareness around product benefitsConduct disease / patient awareness / screening programs in coordination with the medical associations.Build relationships with and manage Key Opinion Leaders (KOLs) and key customersCoordinate with CFA for inventory managementExecute the product promotion campaigns for newand existing products for the territoryTrack the hospital purchase trend for the territoryConceive, plan and organize Continuing Medical Education (CME) programs with help from HODs, Consultants and hospital admin department

　　People

　　Trainee PSOs or other field trainees as may be assigned as menteesShare learning from experience with team colleaguesDemonstrate and promote Pfizer global values in all interactions.Demonstrate team spirit and cooperation towards achievement of individual and team objectivesAdhere to proposed training calendar for the year for selfAct as the custodian of all compliance related matters for the territory

　　Financial Ensure achievement of Sales budgets Assist in the collection of receivables, where required Ensure proper utilisation of product samples, detailing aids and other promotional material. Ensure proper accounting and reporting of expenses

　　Technology

　　Use technology solutions for enabling better information availabilityUse technology developments for effective field operations

　　ORGANIZATIONAL RELATIONSHIPS

　　Provide the primary contacts that this position will have interaction with as a regular part of the position responsibilities. Include any external interactions as appropriate.

　　External: Medical Practitioners, Consultants, Chemists, Wholesalers, Hospital /Nursing Home / Clinics Administration, Hospital / Nursing Home PharmacistsInternal: Team members, District Manager, HO colleagues (Marketing, Medical, Training), Distribution and Institutional Team

　　RESOURCES MANAGED

　　Financial Accountability

　　Supervision

　　Commercial Impact

　　Skills / Knowledge / Qualification / Experience

　　Indicate the formal education, certification or license required and/or preferred. Include the minimum number of years of relevant experience required for the position.

　　1. Qualification

　　Degree in Sciences / Pharmacy or Graduation with relevant experience is desirable.Experience of 1 to 3 years in a similar capacity is preferred. Fresh candidate may be considered based on sound academic background, skill sets and potential capabilities.

　　2. Special Skills & Knowledge

　　Knowledge of therapeutic segments and related medical information.Knowledge of regulatory aspects and issues related to the Pharmaceutical industry.Knowledge of applicable Pfizer policies and procedures, including those relating to promotional practices and adverse event reporting.

　　Work Location Assignment: Flexible

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

　　Sales