Scientific Officer

Description

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Principal Tasks \& Responsibilities

Sales \& Business Achievement

• Achieve monthly and annual sales targets for the area.
• Drive brand-wise target achievement, especially for focus/thrust brands.
• Ensure each FO achieves territory targets and maximize team productivity.
• Improve business hygiene by minimizing returns and expiries.
• Ensure accurate forecasting for smooth product availability and distribution.
• Coordinate with distributors/C\&F for effective supply management.
• Ensure timely collection and achievement of receivable targets.

Customer \& KOL Development

• Develop and manage brand-specific core customers and KOLs.
• Ensure team maintains Dr Call Average of 12 and minimum 95% MCR coverage.
• Strengthen relationships with KOLs through regular personal visits.
• Track KOL contribution and implement corrective actions where required.
• Support strategic alliance programs to maximize ROI from key accounts.

Product \& Market Development

• Identify core customers for each key product and enhance their contribution.
• Monitor product performance and address business gaps proactively.
• Expand market coverage and identify new growth opportunities.

Team Leadership \& Development

• Lead, coach, and motivate Field Officers to improve in-clinic effectiveness.
• Conduct joint field work to enhance product knowledge and selling skills.
• Ensure right customer, right product, and right frequency approach.
• Maintain discipline in business processes and reporting systems.
• Drive teamwork, engagement, and retention within the team.
• Plan manpower requirements and fill vacancies in a timely manner.

Marketing Program Implementation

• Ensure effective execution of CMEs, symposiums, camps, and marketing initiatives.
• Prepare actionable plans during cycle meetings to improve brand performance.
• Track team productivity and compliance through Phyzii.
• Implement local strategies under guidance of senior management.

Reporting \& Administration

• Ensure timely and accurate reporting in Phyzii (self \& team).
• Maintain and monitor primary \& secondary sales records.
• Periodic updating of MCR, chemist, and institution lists as per HO guidelines.
• Ensure effective Daily Work Planning (DWP) and monitoring via control tools (STP, TP, etc.).

Candidate Profile

• Experience in pharmaceutical sales; prior First Line Management experience preferred.
• Strong process orientation; MNC experience is an advantage.
• Good interpersonal, analytical, and leadership skills.
• Strong communication, execution capability, and attention to detail.

Key Competencies

Functional

• High value Institutional Secondary Sales
• Core Account Mapping
• Strategic Alliance Program Execution
• High-Value KOL Engagement
• In-Clinic Effectiveness Tracking
• Area Sales Forecasting
• Primary Sales Monitoring
• Institutional Supply Coordination
• Expense \& ROI Tracking

Behavioral

• Ground-Level Execution
• First-Line Team Coaching
• Key Stakeholder Management
• Attention to Detail
• Analytical Thinking
• Team Motivation
• Process Discipline
• Engagement Focus
• Territory \& Business Planning
• Team Leadership \& Performance Management
• Sales Target Achievement
• Ethical Compliance \& Process Discipline