Healthcare District Manager-Partnerships, Hospitals

Plan & Conduct field work. Monitor the SLA and coverage KPIs. Ensure rigor / discipline of field force
Coaching / feedback on product knowledge / execution
Responsible for training planning, delivery and sustainability in product knowledge and selling skills
C. HCP Engagement Activities & Channel Partners Engagement
HCP Engagement planning and execution
Smooth transition of HCP engagement and relationships
Marketing activities execution and feedback from HCPs. Focus on business process and maintaining overall quality of work, channel execution through different platforms.
Management of sales operation lies with the CSO team, while the accountability of driving sales through strategic leadership/ intervention lies with the DBM
Implementation of sales and marketing initiatives is supervised by the DBM, while is directly managed on the ground by the CSO team
Considering the above priorities, the geographical coverage for the HDM role is expected to be wider
Good Management skill with 3rd parties and vendor management. Should be able to create significant influence on the key stakeholders.
Proficiency in analytical skills of complex data to draw meaningful insights to drive the business efficiently
Detail description of the role is as below.
Strategic
While the CSO is responsible for driving the end sales, it is the responsibility of the HDM to provide a strategic direction for the region while collaborating the key leadership stakeholders of the CSO
Prepare the regional targets for each of the key products, plan monthly sales targets for each district so as to optimize the potential and field force productivity for the region as a whole.
Monitor DMs distribution of targets to territories - product wise and value wise for each key product with annual and monthly sales targets
Validate the sales targets set by the CSO
Plan and develop suitable sales strategy in consultation with the team
Organize collection of market intelligence through systematic collection and analysis of data, statistics and information from the field and use the same to recommend and/or redesign sales strategy to meet competition.
Support the SM in budgeting for the BU
Conduct sales analytics to identify areas / stakeholders to be focused upon for driving business growth
Operational / Process
Keep updated on the competitors activities through personal visits to medical practitioners, wholesalers and retailers and through systematic collection and analysis of data, statistics and information.
Make joint visits to key customers / opinion leaders to build up effective relationships and assess the effectiveness of promotional strategy / promotional campaigns. Make suitable recommendations to HO as deemed fit.
Coordinate with Medical Research Department in updating information and data on pharma products for its dissemination to the field force.
Review and assess the effectiveness of sales campaigns and programmes; take corrective action and recommend improvement in sales planning, sales methods, market coverage and sales administration.
Maintain contacts with eminent medical practitioners and opinion makers, wholesalers, hospital authorities, concerned government officers to promote goodwill and the Companys image.
Support in driving the institutional sales for the region by developing and managing relationship with key institutions in the region.
Build relationships with and manage key opinion leaders & key customers
Supervise product promotion campaigns for new & existing products for the region
Provide inputs to the marketing team to assist marketing strategy articulation
Coordinate with the CFA and internal distribution teams to ensure product availability in the region
Culture/ Compliance/ People
Demonstrate and promote Pfizer global values in all interactions
Demonstrate leadership behaviors
Set out targets and objectives jointly for key positions
Appraise performance on the achievement of targets against predefined objectives and recommend career progression decisions
Handle grievances and disciplinary issues in the region in consultation with HO departments
Actively focus on subordinate development through performance monitoring, periodical counseling, guiding and coaching
Assure imparting of product and selling skills training for team members. This is not limited to direct reports. The DBM is responsible for training of the concerned CSO employees
Provide guidance on company procedures, policies and guidelines
Conduct manpower planning for the region in association with the CSO for the Contractual field force resources