Job Title: Head - Experts Channel
Work Location: India, Mumbai HQ
Function: Customer Development, Experts
Responsibilities:
Provide leadership and guidance to the Expert Team on field deployment, brand promotion, and measurement of productivity and Training.
Drive strategic business projects on Go-To-Market’s (GTM), products & Engagement plan to reach Health Care Professionals (HCP) and the relevant community, while tapping into emerging opportunities.
Coordinate with demand fulfillment team and the marketing teams to ensure stock availability at various locations.
Ensure good understanding & implementation of Expert compliance processes.
Garner prescription share for the Expert detailed portfolio by strengthening credibility with Key Opinion Leaders (KOLs), and medical bodies like IDA, IAP, FOGSI, etc..
Achieving the top line and bottom line targets of the division as per the all-India business growth plan. Collaborate with the Expert marketing team towards converting key field insights into meaningful and impactful marketing interventions.
Create GTM plans in tandem with the marketing teams, looking at business priorities. Synergize wherever possible, build meaningful partnerships to ensure HCP reach is effective and efficient.
Ensure higher collaboration to win in pharmacy with new products, drive use of SFE analytics in decision making, higher execution scrutiny by Global categories, market work with cross functional teams.
Establish & drive review cycle meetings with Business, Regions, GM-Integration, Executive Sales Director, Customer Marketing, & Supply Chain.
Requirements:
18+ years of experience from FMCG, MNC organizations with expertise in Dermatology & Pharma Division, MBA from a premier campus.
Candidate must have handled a National Sales Manager role with a team size of 200+ field force.
The incumbent will need to understand and communicate the benefits/ mode of action for nutritional products that the team will be promoting to doctors. The person will have to have a good understanding of anatomy and physiology.
Strong understanding of Compliance, as the incumbent will also be responsible for compliance and shall ensure processes that will help grow medically promoted brands at the national level.
Strong understanding of macro healthcare trends and emerging opportunities.
Ability to make decisions based on cutting-edge analytics and tools to keep the business on course.
Additional Information:
GTM: Trade channel and a Hospital Channel
Planning: Planning entails the forecasting of Business based on prescription growth and category & brand P/Ds to arrive at the overall Expert revenue impact.
Execution: Define & deliver KPI norms for the Expert team against established metrics & measures, while maintaining & adhering to company Values.
Insights: Providing market insights to further support brand and category opportunities & for new product launches.
Collaboration: Work with Expert Regions, Regional Heads, GM-Integration, Sales Director, Customer Marketing, SCM, Outsourced Agencies, Category teams, LOC Marketing, Expert Marketing, Training, and SFE.
External Interactions: HCP communities, Congresses, Scientific engagement with KOLs, Academic institutions, HCP Training bodies.
Talent & Performance Management: Performance management of individuals, training need assessment- internal & external, development planning, succession, talent retention, career continuity for Expert field force.
Engagement & Empowerment: Create a high-performing organization with high employee engagement & empowerment. Foster diversity and opportunities for career growth. Empowering the managerial team to take smart risks and impactful business decisions to ensure high growth.
