Territory Manager/Product Specialist/Sales Manager-Bone Health

At Lilly, we unite caring with discovery to make life better for people around the world. We are a global healthcare leader headquartered in Indianapolis, Indiana. Our employees around the world work to discover and bring life-changing medicines to those who need them, improve the understanding and management of disease, and give back to our communities through philanthropy and volunteerism. We give our best effort to our work, and we put people first. We’re looking for people who are determined to make life better for people around the world.

Broad Objective of the role

Enhancing the customer experience by identifying the critical need and delivering optimal pharmaceutical based healthcare solutions to achieve business objectives

Analyzing market trends and developing a sales plan; Meeting and engaging designated doctors in the assigned territory, promoting company products to customers; strengthening relationships with stakeholders like doctors, paramedics, retailers and stockists in order to achieve individual and pool sales targets using patient focused selling principles while adhering to Lilly compliance guidelines.

Key External Stakeholders

Doctors, paramedical & hospital staff, retailers and stockiest.

Key Internal

Internal departments like HR, Marketing, Medical, finance etc.

Role Holder Requirements

Min Qualification & Experience required: Graduation in any field (preferrably Science) with minimum one year of sales work experience

Any Special knowledge/skill requirement (including geographic) : Good communication and presentation skills, basic knowledge of therapeutic area and product segment, Emotional Intelligence, Organizational Skills, Learning agility

Key Responsibilities

• Sales and territory planning
  
  
  

Develop a detailed territory business plan for the portfolio by making strategic decisions about goals, resource investments, and monitor and measure the plan

Based on Retail Call Audit and market analysis refresh and update MCL from the universal list provided by sales operations; Prepare a retail call list for important retailers; Prepare a patch plan as per customer availability and schedule; Prioritize business opportunities; Plan for achieving targets set by the company; Track and analyze weekly sales data in order to identify trends and make required modifications to the plan.

• Conducting Customer Calls
  
  
  

Meet the required number of customers as per SPP targets and call plan; Meet retailers as per SPP target and plan in order to gather information about product trends and competitor data; Meet compliance requirements on calls; Conduct effective pre-call planning by setting objectives tailored to customer segment, needs, attitudes, motivations, environment and business priorities, then prepare potential solutions; Conduct post-call analysis and records next call objective in approved CRM tool; Use relevant sales materials to address customer questions, objections, and concerns

Promote company products to customers as per the Patient Focused Selling Principles and by using aids provided by Marketing ; Strengthen relationships with all stakeholders. Achieving the assigned sales targets.

• Customer Paramedic staff and Retailer engagement
  
  
  

Finalize doctors engagement plan for a Quarter; Conduct programs as per plan and steer all related logistics and coordination; Plan, develop, and implement effective communication (e.g. presentations) in a variety of settings; Identify speakers and audience for conducting programs, work with various departments to ensure timely documentation and certification of the speaker; Invite doctors for Marketing led programs; conduct Retailer Awareness Programs; Conduct Nurses awareness programs to upgrade the knowledge of paramedic staff. Conduct programs as per compliance guidelines

• Stockist Management
  
  
  

Engage with stockists regularly to strengthen relationship; Gather information to analyze sales trends every week; Conduct physical stock verification at the Stockist; Maintain a balance b/w first line and second line sales as per the company guidelines; Participate in ensuring availability at various retailers like placing and collecting orders; Coordinate b/w Stockiest and CFA at the time of closing; Identifying new stockists and propose to ASM.

• Sales and SPP reporting
  
  
  

Timely reporting of all the doctor and retailer calls; Report details of programs conducted; Report any medical services request received from doctors through on-demand; Present sales trends in monthly reviews.

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