Prepared by & Date:
Position title : Trainee Product Specialist
Location of the job :
Name of employee :
Reports to Solid line (direct) Area Sales Manager
Dotted line (indirect)
Role
(please tick where appropriate)
Individual contributor ✓
P&L responsibility No
(please tick where appropriate)
Size of sales target / budget Sales target
(if applicable) Budget
AB of currently running year
Geographical scope This job needs to be performed in India only.
(please list areas/regions/countries covered)
Business responsibilities Products ✓
(please specify) Services ✓
# of dealers/ ✓
Workshops
Internal/external customers and key Internal Management Team Members, Area
contacts Sales Managers, Regional Managers,
Zonal Managers, other colleagues in
head office
(please list)
External Stakeholders i.e. doctors, patients,
hospitals, collaborators, trade associations,
chemists etc.
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Please summarize in one sentence the purpose of the job
Primarily responsible for achieving sales month after month, predetermined product wise and rupee wise sales targets
in the territory assigned and to continuously develop business and company’s image in the territory and to implement
company strategies in the field.
Please list the position’s key accountabilities with regard to:
• Meet the doctors, detail company’s products and implement company’s
product promotion strategies.
• Conduct prescription audit regularly in the territory with the retailers to
o Screen the doctors list
o Evaluate the outcome of previous visit to the particular doctor.
o Understand the competitors’ strategies and identify competitors’
prescribers.
o Book orders and ensure product availability
• Conduct CME, PEP and other relevant activities as and when necessary
after obtaining appropriate approvals from superiors.
• Adhere to the company’s norms of call average, coverage and personal
order booking.
(Full responsibility)
• Attain the IOSELAS KPIs as per the norms
• Increase the sales and market share by:
o Educating the users about benefits of modern insulin and devices
• Meet the stockist regularly and ensure that they have adequate stocks.
• Ensure that the stockist supply the products to the retailers and in turn
purchase the products from the C& F agent.
• Meet the C& F agent if it is situated in his/her territory, to ensure that
the product is supplied on time to the stockist and to place the indent to
the company.
• Assist the Ares Sales Manager in selecting the doctors for high value
inputs and will gently persuade the doctor to ensure adequate input-
output ratio.
• Follow the procedures like daily call reporting, monthly reporting,
adhering to the tour programs, updating doctor contact cards.
• Provide feedback regarding competitor’s activities and other relevant
developments to the Head office.
• Ensure and maintain customer focus.
Nature and scope of Main accountabilities
• Compliance with Novo Nordisk principles and internal legal laws and to defend company interests. Nevertheless as
a requirement of the business ethics; to defend the confidentiality of company’s as well as the patients’ secrets,
business plans, ideas and strategies against third parties.
• Act in line with ethical standards, company procedures and Novo Nordisk Way
Purpose and subject of interaction with internal/external customers and key contacts
Ensure and maintain customer focus
Challenges with regard to innovation and change
Independence to act within his own area subject to the strategies of the sales department
Low to Medium degree of independent decision making with reference to the department.
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Education requirements
B. Pharm or Science graduate
Relevant Work Experience
_____years of Pharma sales experience
Competency profiles
Core High Performing – Basic
Common Focused on what Matters – Basic
Common Making things happen – Basic
Common Team Player – Basic
Common Innovating in a changing environment – Basic
Common Business & Industry Understanding – Basic
Common Personal leadership – Basic
Common Customer centric – Basic
Common Making Things Happen – Basic
Technical Selling – Basic
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