1.To achieve a Business Objective of Given Region -- Plan for business achievement through: understanding the market/ geography, Product Basket, competition/ market size.
2.Participate in annual budgeting exercise and set ambitious targets for his region. Break it down to achievable quarters and plan how to achieve the same.
3.Quantitative/ qualitative aspect of performance, therapy performance, Brand building, Stockist performance, KOL Management, Relationship with the key KOLs in his region and ROI from them.
4.To ensure sustainable growth of the territory and equitable growth of all the areas in the region through proper process compliance Constantly review (quarterly/ monthly) the performance of the team on the below areas: Achievement of BE / ABM , Monitor activity spread of BE while reviewing ABM such as Total Call Coverage, Core Call Coverage, CRM Coverage & Chemist Coverage , In Reviewing the Self Activity Of ABM, Joint work, ROI with KOL customers and Time allocation with BE,s. Consequence management of poor performing territories & Constant monitoring of the ROI from the CRM investments.
5.Induction of new ABM in team, Development of BE through coaching ABM (On the Job Training during joint work& Spot talent in the team and facilitate development of the same), constantly identify talent in the market and Facilitates retention of his team.
6.To achieve the growth through establishment of new products :Targeting & achievement for new product, Communicates the marketing strategy to team & implementation, Ensures distribution of new products to Core stockist.& CRM Activities with KOL for new products.
7.Identify and shortlist stockists, Ensures Collation of all BE statements through ABM for demand planning. Identify slow moving products and ensure a liquidation plan with ABM, Identify breakage/ expiry trend of a stockist and regular feedback to the team to keep them under agreed parameters. Manage relationship with Stockist.
8.Ensure high ethical business practices and value orientation in self and others: Ensures implementation of organization values and culture through continuous communication and demonstration, Ensure transparency in business to all, related to the business process.