CTC:

Job profile:

Ø Build    enriching    professional    relationships    with              external      stakeholders   viz. Doctors/Chemists/Stockist & help achieve high brand image for Dr Reddy’s

Ø Meeting doctors/chemists/ stockists and achieve sales volumes assigned on a monthly basis.

Ø Assist Line manager to gather competitive insights about local level business dynamics

Ø    Consistently achieve incremental revenues for assigned locality Salary & Benefits:

Ø Competitive salary at entry level stage with allied TA/DA/Incentives

Ø Probation period of 1 year , with assured salary increment post successful probation completion

Ø PF benefits / Medical insurance for self-hospitalization

Ø Enriching career trajectory – opportunity to move to next role within next 2 years of successful tenure

Key Skills Required:

Ø Communication, Positive body language in front of the customers. Self-driven, takes initiative, collaborative, fast learning and positive mind-set.

Ø Influencing – selling the perception created by the PMT to the doctors. Convincing the chemist/ stockist to keep the stocks.

Ø High Energy Level – to cover territory and achieve targets of coverage of all levels of customers. i.e. doctors, stockist, chemist etc

Ø Learnability – to inculcate the product knowledge and marketing strategy related to products every quarter and quickly convert it to Rx in the doctor’s chamber.

Ø Perseverance – To face the high rate of rejections associated with this job and keep the spirits high.

Operating network:

External: Doctors, Chemists, Stockiest, Purchase officer at hospitals and institute, Nurses and

attendants.

Internal: RSM, SM, Training, PMT, Unnati, CFA & HR/EST. Responsibilities:

Sales Target Achievement: achieve growth and profitability in a given territory by generating

prescriptions.

–  Influences the doctor to prescribe products and has a top-of-the mind recall of the products.

–  RCPA – Check availability of doctor's requirement with the retailer and in case of non-

availability, book orders for retailers and stockiest.

–  Do regular potential analyses by auditing the prescriptions received by retailers, so as to understand the prescription trends of doctors, and modify communication strategy used accordingly so as to position products in a favorable manner.

–  In Chamber Communication

o  Based on the doctor product matrix, call objective, RCPA Finding etc. position the call to achieve the objectives.

o  Carry out the communication in the chamber by detailing products, discussing literatures or any study with the doctor.

o  Demand specific prescription support from the doctor.

–  Ensure all the inputs are invested as scheduled without deviations/dilutions of HO strategies.

CRM and Business Development: build customer and market base for achieving present and future

business objectives.

–  Understand the psyche of the doctor and ensure communication accordingly; Keep track

of

specific customer needs and provide feedback regarding the same to ASM / RSM / HO.

–  Device innovative approaches and strategies to build strong relationships with doctors.

–  Analyze doctor's behavior and combat unfavorable behaviors (like disinterest, favoring

competitors etc.) by adopting the right strategy.

Compliance to field processes: Follow all the field processes as defined in the SOPs

–  Daily / Monthly Plan of Doctor, Chemist, Stockiest Coverage

–  Doctor Coverage – Core / Non-core

–  RCPA

–  Sync of daily call reports

–  Expense Statements

–  STP & SFC

–  Updates customer list as and when required

Stockiest Management: ensure a good relationship with stockiest and correct and timely sales

reporting.

–  Collection of Weekly and Monthly Secondary statement and analyze the same to assess the

movement of products for better planning of subsequent week / month.

–  Sharing feedback about customer/ activity with Stockiest for adequate product availability.

–  Liquidation plan for near expiry and slow-moving products.

–  Breakage management.

–  Ensure sales closing and formula order generation at each stockiest. New Product Launch: ensure successful launch of new products

–  Conduct surveys for understanding the potential market for the new product

–  Launch activities/ camps/ CME’s etc. as per plan to gather momentum for Rx for new products in liaison with PMT.