Territory Manager

(1) Sales

• Ensure weekly execution of SKU wise and value wise achievement through prescription driven primary and secondary sales plan to achieve monthly objectives of the assigned territory
• Ensure regular billing of the stockiest as per the provided guidelines minimum of 40% primary sales by mid-month of the assigned territory
• Ensure stock management at stockiest as per the provided stock norms minimum of 22 inventory days of stock SKU wise of the assigned territory

(2) Sales Promotion

• Executing the sales promotion plan & marketing campaigns as per assigned time lines on a monthly basis with listed customers –(Primarily for HCPs and retailors if required)
• Ensure proper detailing of product features and benefits using official detailing tools
• Provide feedback on medical & marketing campaigns execution at stipulated frequency
• Ensure to capture competitors product movement and trends through RCPA.
• Ensure to achieve set objectives of customer conversion by increasing user base and usage base
• Achieve Min Reach Index – customer coverage 100 % and Efficiency Index – frequency norms of customer visit metrices , as prescribed .
• Ensure to meet the minimum field working days / month and Daily call average as per the SFE matrix
• Ensure submission of Secondary Sales Statement for each distributor during JCM every month.

(3) Planning

• Assist the ASM in planning for the territory by providing information on the market environment
• Submitting the inventory requirement of their stockist to ASM as per headquarter sales plan
• Preparing the sales promotion execution plan through proposed in-clinic activities and CMEs.
• Providing market information and feedback on the category and business on regular basis
• Ensure daily reporting in SFDC and timely submission of tour plans, monthly report, KSFs, travel requests, expense statement etc.
• Need to ensure inclusion of uncovered potential customers in coverage list through RCPA & market intelligence.
• Ensure to prepare Permanent journey plan for all listed customers. Should prepare monthly tour plan to cover customers as per planned permanent journey plan.

(4) Distribution Management

• Monitor stockist performance through defined KPIs on weekly basis
• Review existing distribution network & on a need base propose appointment of new stockist propose replacements of non-performing stockist
• Regular visit to the stockist and retailers to sort out their issues and concerns regarding invoicing , accounts, price, competition, demand generation, slow moving products and schemes
• Built connect with distributor sales staff to obtain insight about new and uncovered potential customers .
• Build strong relations with Distributors and all relevant stakeholders through regular connect, generates business insights through such interactions leading to strong customer engagement
• Engage with retailers on a daily basis to generate POB (purchase order booking) for products as per plan.
• Visual Merchandising in Retailer outlets to attract, engage, and motivate the customer towards making a purchase.

(5) Others / Ethics:

• Ensure to achieve set objectives of customer conversion by increasing user base and usage base
• Ensure all the sales activities are conducted in a complaint manner and as per Roche code of conduct
• Follow Roche Safety Health & Environment (SHE) guidelines
• Maintains highest standards of ethics, quality, compliance and accountability himself/herself - proactively report unethical practices.
• Demonstrates ability to create a trusting, collaborative and ethical work relationship leading to zero principle violations of Roche code of conduct and ensure prompt escalations if any violations are observed
• Demonstrates mindset to deliver stretch targets beyond expectations by inspiring self and others leading to 100% delivery against targets

Education & Experience

Education

Minimum

Graduate/ Science graduate/ MBA (Preferred)

Experience

Minimum

3 -5years field sales experience in Sales & Marketing, in Pharmaceutical / Medical Device(CGM, SMBG) – Insulin delivery devices industry

Required

Experience of working with leading MNCs/ Good Indian MNCs Good relationship management skills with HCP- KOLs and KBLs. Experience in handling Diabetes Management portfolio - Insulin therapy, OHAs (Gliptins/SGLT2), Insulin devices

Key competencies

Expected

• Drive for result
• Planning and prioritizing
• Communication
• Customer focus HCP
• Integrity
• Team work
• Performance orientation
• Learning agility

Roche Core Competencies

Competency

Description

Technical and Business Expertise

• Applies emerging knowledge and trends in one’s area of expertise to improve results.
• Builds strong relationships with key customers.
• Contributes expertise to help colleagues within and beyond his or her area.

Achieving Results

• Is goal-directed, persistent; driven to achieve objectives.
• Holds self accountable for meeting commitments.
• Recognizes the contributions of teammates and peers.

Teamwork and Collaboration

• Addresses and resolves conflict by creating an atmosphere of openness and trust.
• Establishes strong collaborative relationships.
• Inspires others to do their best work by offering support and encouragement.

Communication

• Listens well.
• Expresses ideas fluently and eloquently.
• Is open to the input of others.
• Can be depended on to tell the truth regardless of the circumstances.