Focus:
- Sales Target Achievement and Scientific Promotion of Ethical Products
- Customer Relationship Management
- Analysing sales trends and tracking of accounts
- Product knowledge
- Reporting & Feedback of market news
- Compliance to ISO procedures and Code of Conduct
Duties and responsibilities:
1. Call Coverage
- Regular visits to the targeted doctors in assigned territories
- Pre-call planning and implementation to ensure coverage and frequency KPIs are met
- Maintain an average call rate of 8 to 10 per day
- Prepare call plan quarterly by month, with update on a weekly/monthly basis for approval by superior
- Ensure preparation is made for the planned calls before starting field work for the day
- Timely submission of daily call report
- Update route plan daily if there are any changes
- Update Master Customer List on a regular basis to the management
2. Sales & Promotion
a. Regular review of customer list
- Review and plan medical calls to targeted doctors for specific product messages to ensure increased adoption of the promoted product
- To increase the width and depth of the accounts through – existing, new and lapsed doors
b. Stock Check & Follow ups
- Check stock balance and take/recommend order promptly & adequately
- Check expiry of stocks and remind customers to use them before expiry
- Arrange for returns of the expired returnable/exchangeable stocks if necessary
c. Detailing and Medical Calls
- Detail & promote your assigned products to your assigned doctors and other assigned HCPs such as nurses and pharmacists
- Ensure features and benefits of the assigned products are known to customers
- Apply Sales ACEs effectively
- Constantly remind and improve the HCPs’ adoption of your assigned products through more new patients prescription at the right dose and duration of therapy.
- Negotiate, close and document the sales
d. Building Partnership
- Building partnership with HCPs through better service such as responsiveness and service oriented.
- Promptly follow up on HCPs requests for product information
- Maintain close followup on stock replenishments, returns and other product matters in order to build better business rapport with HCPs
- Propose potential sales expansion solutions to HCPs when the patients prescribed increased and to help them for private sector.
e. Market Intelligence
- Collate doctors’ feedback on your assigned products
- To check on competitors’ activities or potential threats and feedback immediately
- To seek potential sales growth opportunities and propose
f. Complete the Sales Process
- Place orders via ordering system
- Follow-up on sales orders to ensure that the orders have been processed and delivered on time.
- Follow-up on any outstanding issues feedback by customers and seek assistance from superior where necessary.
3. Sales Target Achievement
- Monthly sales forecast after closing on the sales target to be submitted and evaluated with the sales manager on an action plan to achieve the target.
- To track sales performance on a regular basis and be proactive in achieving the target early.
- To achieve sales target on a monthly, quarterly and yearly basis.
4. Sales Analysis and Forecasting
- To analyse sales data to ensure continual improvement in targeting and planning
- To track and update sales data to evaluate achievements
5. Others
- To continuously improve product knowledge by attending Product Training organised by the company and/or principals.
- Review, plan and discuss with Sales management on yearly target.
- To comply with ISO procedures and Code of Conduct
- Assist in conducting market survey when required.
- To support all divisional activities.
- Any other duties assigned.
Requirements:
- Minimum Diploma in Bioscience, Sales & Marketing, or related discipline
- Relevant industry experience in pharmaceutical, healthcare or medical field preferred
- Conversant with MS Office
- Good communication and interpersonal skills
