Just as the skin is a unique system within the human body, dermatology requires specialized knowledge and unique skills. Galderma was founded with the goal of establishing a pharmaceutical company exclusively focused on dermatology.
Galderma’s R&D is continually dedicated to finding new medical solutions, offering physicians more options and offering patients a better quality of life. Five state-of-the-art R&D centers and six manufacturing sites are dedicated to providing a wide range of innovative medical solutions which meet the highest standards of safety and efficacy.
Job Title: Territory Business Executive
No of Posts: 01
Salary: As per company standards
Job Description:
Required pre-requisites skills/experience for this position :
- Proficiency with MS Office
- Basic selling skills
- Ability to make written or oral presentations effectively and respond to common inquiries or complaints from customers, regulatory agencies or members of the business community
- Ability to read, analyze and interpret common scientific and technical information
Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.
- Build business relationship with customers in territory and achieve sales target month after month.
- Attend company meetings regularly; collect technical data, presentations and briefings.
- Monitor what are the competitive companies doing, about their products and what steps they are taking steps for promotion of their products.
- Receive feedback and comments on products from dermatologists and forward appropriate information to managers.
- Maintain customer data, calls/ other sales data & update in computer database.
- Investigate and resolves customer problems with deliveries.
- Submit accurate reports and expenses on time.
- Customer Relationship Management:
Update Doctor List on an ongoing basis.
Identify new potential doctors for division from your assigned territory.
Correct brand matrix through effective RCPA.
Identify influencing factors for Doctors: Early adopter of a molecule/ Knowledge oriented / Service minded (CRM), etc.
Collect and enter personal details of doctors
Assess current share of prescription.
Enquire about competitor activity on doctors.
Plan the visit as per divisional need – one / two / three visits
Open call the effectively, Seek / demand for Rx, Close the Call AFTB way
Detail with VAF / LBL / Inputs effectively.
Clarify doubts / objections
Use right references, Provide right information on time.
- Chemist Management:
- Identify all potential chemists in your assigned territory.
- Meet all chemists at right frequency/ intervals.
- Find out availability of stocks for your products.
- Find out competitor sales by brand name.
- Enquire about short expiry products.
- Stockist Management:
- Get the list of distributors.
- Collect and record details of owner / Manager.
- Details of batches supplied.
- List of chemists / hospitals / doctors where supplies are made.
- Get details on Payment methodology.
- Visit nominated Stockiest regularly (Follow Division requirement).
- Follow up for billing of these orders.
- Help him liquidate over stocked products.
- Enquire about status of payment from chemists where POB is supplied.
- Generating demands:
- Visit every doctor on Doctor List at right frequency as per plan.
- Detailing is planned for the right brands.
- Consistently demand prescriptions from the doctor.
- Provide all planned inputs to doctors on time.
- Politely sensitize doctor when prescriptions are declining.
- Take POB from the mapped chemists for right stock availability.
- Implementation of marketing/ sales strategy communicated by Marketing department/ Senior Management/ Line managers:
- Attentively listen and understand strategy and inputs during CSM.
- Clarify with Marketing / DSM / RM / ZTM when in doubt.
- Study Dermpower thoroughly.
- Practice VAF / detailing story for LBL.
- Plan each call with details and update the same on SFA module.
- Execute the call as per plan without deviation.
- Use all chemist inputs as per plan.
- Data Management:
- Enter monthly plan Sales Force automation module on timely basis.
- Update changes/ modifications if any on timely basis.
- Maintain a Daily work diary, every day work plan to be written before starting a work and note discussion once you met the Drs.
- Update expense statement after reporting work.
- Take Stockiest sales statement, compile it on timely basis every month and send to DSM.
Qualifications :
- Graduation in Pharmacy/ Science/ Commerce/Arts.
- 2 year first experience in the field of sales
