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Territory Executive

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Pfizer

11d ago

  • Job
    Full-time
    Mid & Senior Level
  • Customer Relations
    Sales & Business Development
  • Chennai
  • Quick Apply

AI generated summary

  • You need to understand company policies, achieve sales targets, categorize medical practitioners, maintain retailer relationships, conduct presentations, and utilize technology effectively.
  • You will plan sales strategies, engage medical practitioners, maintain product visibility, gather market data, conduct promotional activities, and achieve sales targets while adhering to company policies.

Requirements

  • - Develops a clear understanding of his role as a responsible Officer of the Company and applies the knowledge, experience and skills to achieving the defined objectives for the Position and the Team, as applicable. Keeps the organization policies and interest uppermost in mind while executing the role as per guidance of the superiors.
  • - Reviews and discusses his plans for the achievement of his territory’s sales budget each month. Seeks the assistance of the District Manager and the Regional Business Manager in formulating sales strategy, delivers promotional messages tailored to each customer need.
  • - Jointly with the District Manager, classifies the medical practitioners in his territory in three categories A, B and C in the descending order of importance, A being the most important and C the least.
  • - Schedules the frequency of his calls on the doctors depending upon their importance regarding sales of Company’s products.
  • - Strictly adheres to coverage plans and frequency.
  • - Strictly adheres to all applicable Pfizer policies and procedures.
  • - Regularly visits the chemist in the area to ensure the sale of Company’s major products collects information on the sales of competitor’s products and regularly updates this data.
  • - Keep himself updated on the competitor’s activities through personal visits to wholesalers and retailers and through systematic collection and analysis of data.
  • - Books orders from the retailers to ensure adequate availability at their shelves to meet the market demand. Also assists the display of Company’s products on the retailers’ shelves.
  • - Ensures thorough pre-call planning and asks for the assistance of the District Manager, wherever necessary.
  • - Prepares and implements special schedule for doctors visits/calls at the time of new product launch or sales campaign etc. using special presentation, promotional materials and sales strategies.
  • - Carries 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.
  • - Follows his approved tour programme, prepares and sends Daily reports either in paper form or electronically on his day to day activities mentioning in detail about the calls made by him on the doctors clinics and hospitals.
  • - Maintains contacts with nursing homes, clinics and hospitals in his territory. Collects the data on annual budget for medicines in respect of each of the hospitals, their mode of purchase, rate contract, and drug committee members.
  • - Maintains regular contacts with medical practitioners, consultants, chemists and wholesalers.
  • - Forwards adverse events and product complaints reported by customers and consumers in the appropriate format in a timely manner as described in the relevant SOPs.
  • - Conducts Taxi tours to meet the customers in micro-interiors and generate business for the products.
  • - Conducts group meetings, Speaker programmes, and Round table meetings for the doctors and Chemists to impart product benefits.
  • - Conduct camps in coordination with the medical Associations.
  • - Demonstrate and promote Pfizer global values in all interactions.
  • - Demonstrates team spirit and cooperation towards fruitment achievement of individual and team objectives.
  • - Achievement of Sales budgets.
  • - Assists in the collection of receivables, where required.
  • - Proper utilisation of product samples, detailing aids and other promotional material.
  • - Proper accounting and reporting of expenses.
  • - Use technology solutions for enabling better information availability.
  • - Use technology developments for effective field operations.

Responsibilities

  •  Develops a clear understanding of his role as a responsible Officer of the Company and applies the knowledge, experience and skills to achieving the defined objectives for the Position and the Team, as applicable. Keeps the organization policies and interest uppermost in mind while executing the role as per guidance of the superiors.
  •  Reviews and discusses his plans for the achievement of his territory’s sales budget each month. Seeks the assistance of the District Manager and the Regional Business Manager in formulating sales strategy, delivers promotional messages tailored to each customer need.
  •  Jointly with the District Manager, classifies the medical practitioners in his territory in three categories A, B and C in the descending order of importance, A being the most important and C the least.
  •  Schedules the frequency of his calls on the doctors depending upon their importance regarding sales of Company’s products.
  •  Strictly adheres to coverage plans and frequency.
  •  Strictly adheres to all applicable Pfizer policies and procedures.
  •  Regularly visits the chemist in the area to ensure the sale of Company’s major products collects information on the sales of competitor’s products and regularly updates this data.
  •  Keep himself updated on the competitor’s activities through personal visits to wholesalers and retailers and through systematic collection and analysis of data.
  •  Books orders from the retailers to ensure adequate availability at their shelves to meet the market demand. Also assists the display of Company’s products on the retailers’ shelves.
  •  Ensures thorough pre-call planning and asks for the assistance of the District Manager, wherever necessary.
  •  Prepares and implements special schedule for doctors visits/calls at the time of new product launch or sales campaign etc. using special presentation, promotional materials and sales strategies.
  •  Carries 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.
  •  Follows his approved tour programme, prepares and sends Daily reports either in paper form or electronically on his day to day activities mentioning in detail about the calls made by him on the doctors clinics and hospitals.
  •  Maintains contacts with nursing homes, clinics and hospitals in his territory. Collects the data on annual budget for medicines in respect of each of the hospitals, their mode of purchase, rate contract, and drug committee members.
  •  Maintains regular contacts with medical practitioners, consultants, chemists and wholesalers.
  •  Forwards adverse events and product complaints reported by customers and consumers in the appropriate format in a timely manner as described in the relevant SOPs.
  •  Conducts Taxi tours to meet the customers in micro-interiors and generate business for the products.
  •  Conducts group meetings, Speaker programmes, and Round table meetings for the doctors and Chemists to impart product benefits.
  •  Conduct camps in coordination with the medical Associations.
  •  Demonstrate and promote Pfizer global values in all interactions.
  •  Demonstrates team spirit and cooperation towards fruitment achievement of individual and team objectives.
  •  Achievement of Sales budgets.
  •  Assists in the collection of receivables, where required
  •  Proper utilisation of product samples, detailing aids and other promotional material.
  •  Proper accounting and reporting of expenses.
  •  Use technology solutions for enabling better information availability.
  •  Use technology developments for effective field operations.

FAQs

What is the primary role of a Territory Executive at Pfizer?

The primary role of a Territory Executive at Pfizer is to develop and implement sales strategies to achieve the territory’s sales budget, maintain relationships with medical practitioners, and effectively promote the company's products.

How does a Territory Executive prioritize their visits to medical practitioners?

A Territory Executive prioritizes their visits by classifying medical practitioners into three categories (A, B, and C) based on their importance to sales, with 'A' being the most important.

What is expected regarding adherence to company policies?

A Territory Executive is expected to strictly adhere to all applicable Pfizer policies and procedures while executing their responsibilities.

How does a Territory Executive stay informed about competitor activities?

A Territory Executive stays informed about competitor activities through personal visits to wholesalers and retailers, as well as through systematic collection and analysis of relevant data.

What types of activities are involved in the operational responsibilities of a Territory Executive?

The operational responsibilities include visiting chemists, booking orders, preparing for product launches, maintaining contacts with healthcare professionals, conducting meetings, and managing detailed reporting of daily activities.

What is the focus of the leadership and teamwork expectations for this role?

The focus is on demonstrating team spirit, cooperation, and promoting Pfizer's global values, all aimed at achieving individual and team objectives effectively.

How is the performance of a Territory Executive measured financially?

Performance is measured by the achievement of sales budgets, assistance in the collection of receivables, and proper utilization and accounting of promotional materials and expenses.

What technology solutions are utilized by a Territory Executive?

A Territory Executive uses technology solutions for better information availability and to enhance the effectiveness of field operations.

Is there a provision for conducting special outreach programs, such as camps or meetings?

Yes, the Territory Executive is responsible for conducting camps in coordination with medical associations and organizing group meetings, speaker programs, and round table discussions for doctors and chemists.

What is the work location for a Territory Executive at Pfizer?

The work location for a Territory Executive at Pfizer is remote.

Pharmaceutical Manufacturing

Science & Healthcare
Industry
10,001+
Employees
1849
Founded Year

Mission & Purpose

Pfizer is a global biopharmaceutical company dedicated to discovering, developing, and delivering innovative healthcare solutions. They are committed to improving the health and well-being of people around the world. Pfizer's mission is to be a leading force in the fight against diseases and to provide access to safe, effective, and affordable medicines. Their purpose is to make a positive impact on society by advancing medical science, developing breakthrough therapies, and collaborating with healthcare professionals and partners to address unmet medical needs. With a focus on research, development, and the production of pharmaceutical products, Pfizer plays a vital role in shaping the future of healthcare and improving patient outcomes.