Sr.Assocaite III,Ocular Health Pharma Account Management

Job Purpose (State in one sentence the overall objective of the job)

Driving Sales Performance by building & executing Sales Plan to meet the annual objectives of the assigned area, enhance the market share and develop effective professional business relationship with Customers.

Implement robust Account Plans with complex mix of Customers including Hospitals, Institutions & Local Health Authorities

Implementation of the Marketing Plan and supporting objectives and programs related to Sales, such as coverage, Profiling-segmentation-targeting, distribution, area sales target setting, scientific and promotional events.

Major Accountabilities (Describe the main results of the job to be achieved)  

• Manage and achieve annual Sales objective of the assigned area by focusing on demand creation.
• Working closely with cross functions of Alcon India to jointly bring values for Customers, Patients & Organization.  Collaboration to ensure listing, pricing negotiations & Contracts that achieve sustained values & access to quality eye care.
• Ensure sound Governing Key Accounts & Customer coverage (all stake holders) in the assigned territory.  Implement robust Account Plans with complex mix of Customers including Hospitals, Institutions & Local Health Authorities
• Responsible to implement organizational sales and promotional strategy that increases Alcon market share in units and values in the market in synergy with Marketing, other business and support units of the company within the assigned geographical market.
• Accountable for the implementation of launch strategy, promotional and sales call frequency based on efficiency tools to maximize the impact of the sales force deployment (including but not limited to Customer Profiling –segmentation-targeting analysis, territory administration, routing), both quantitative and qualitative
• Ensure a detailed knowledge and understanding of the healthcare environment and the priorities, drivers, pressures and needs of the Customers.
• Sound management of Sales Terms, Distribution Channels and Policies and Commercial Policies.  Monitor, control and ensure accounts receivables.
• Feedback to Managers/Head-Government Business and Brand Manager on market, competition activities, important issue & developments.
• Forecasting in Coordination and work with Manager/SCM team for inventory related matters.
• 10. Responsible for adverse event and product complaint handling related activities at a local level including the collection, intake and forwarding the information to the Local Vigilance Representative).  Adherence to all corporate compliance guidelines & corporate programs 

Key Performance Indicators (Indicate how performance will be measured: indicators, activities…)

Financial & Business results

Annual Sales Target Achievement, Growth, Key Products performance

Strategy/Market focus

Accounts & Customer Coverage, Earning Rate Contracts, Maximizing Rate Contracts, CRM Implementation, No. of FWD-20-22 days.

Operational Excellence

DSO <45-90 days, AR collection & CN<2%

Others

Job Dimensions (Indicate key facts and figures)

Number of subordinates:

NIL

Financial responsibility:

(Budget, Cost, Sales, etc.)

Sales Achievements, Growth, Travel expenses, Operational & Marketing Expenses

Decision Making

Impact on the organization

Backup:

Successor:

Ideal Background (State the minimum and desirable education and experience level)

Components

Minimum

Desirable

Science Graduate

University Graduate/Postgraduate in Science, Pharmacy

MBA or post-graduation degree in Marketing, Economics

Experience requirement:                              

3-5 years with more than 1-2 years in Government Business in MNC

Total Experience of 5 years, 2+ years in Government Business

Languages:

English

English

Specific Professional Competencies: Indicate any other soft/technical/professional knowledge and skills requirements

Drive for results.

Customer Focus

Business Acumen

Functional/ technical skills

Negotiating

Process Management

Managerial Courage

Ethics And Values

Integrity And Trust

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