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 35,000 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 customers Doctors, paramedical & hospital staff, retailers and stockiest.
Graduation in any field (preferrably Science) with minimum one year of sales work experience
Good communication and presentation skills, basic knowledge of therapeutic area and product segment, Emotional Intelligence, Organizational Skills, Learning agility
Area of responsibility
Performance metrics (financial and non financial)
1) 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.
Approval of plan by supervisor; Quality of analysis
2) 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.
SPP target v/s achievement; Adherence to compliance requirements; Sales target v/s achievement
3) 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
Informal/formal feedback from stakeholders on quality of programs; adherence to compliance requirements; Program attendance as per target
4) 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.
Inventory plan v/s achievement
5) 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.
Regular and accurate reporting reporting
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At Lilly we strive to ensure our employees are part of a team that cares about them and our shared purpose of making life better for those around the world. How do we do this? We continue to look for ways to include, innovate, accelerate and deliver while maintaining integrity, excellence and respect for people. We hope that you seek to join us on our journey as we create medicine and deliver improved outcomes for patients across the globe!