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 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.
Job Description
About Lilly
At Lilly, everything we do starts with patients.
We unite caring with discovery to make life better for people around the world.
Headquartered in Indianapolis, Indiana, our global team of over 50,000 employees work with urgency and purpose to discover and deliver life-changing medicines, strengthen how health is understood and managed, and support the communities we serve.
We bring our best to this work because people depend on it.
If you’re driven by purpose and determined to make a meaningful difference for patients, we invite you to bring your skill and your commitment to Lilly.
About Commercial at Lilly, India
The medicines Lilly develops only reach patients if the commercial engine behind them works with precision.
At Lilly in India, the commercial function builds and powers that engine, designing the capabilities, generating the intelligence, and developing the strategies that Lilly’s customer-facing teams around the world depend on to connect medicines to the people who need them.
The work here is not local in scope.
It shapes how Lilly operates commercially across geographies, business units, and markets globally.
Territory Manager / Manager-Sales
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 stockists.
Minimum Qualifications
- Graduation in any field (preferably Science) with minimum one year of sales work experience.
Key Competencies
- Good communication and presentation skills, basic knowledge of therapeutic area and product segment, Emotional Intelligence, Organizational Skills, Learning agility.
Area of Responsibility & Key Activities
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
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 record 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
- Achieve the assigned sales targets
Performance Metrics: SPP target vs achievement; Adherence to compliance requirements; Sales target vs achievement
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
Performance Metrics: Informal/formal feedback from stakeholders on quality of programs; Adherence to compliance requirements; Program attendance as per target
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 between first line and second line sales as per the company guidelines
- Participate in ensuring availability at various retailers like placing and collecting orders
- Coordinate between Stockist and CFA at the time of closing
- Identify new stockists and propose to ASM
Performance Metrics: Inventory plan vs achievement
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
At Lilly, caring is not only what we do for patients.
It is how we work.
We believe the people who dedicate themselves to making medicines better deserve an environment that makes their lives better too, one where they are supported, respected, and given the space to do their best work.
This is not just a policy.
It is who we are.
Lilly is dedicated to helping individuals with disabilities to actively engage in the workforce, ensuring equal opportunities when vying for positions. If you require accommodation to submit a resume for a position at Lilly, please complete the accommodation request form (https://careers.lilly.com/us/en/workplace-accommodation) for further assistance. Please note this is for individuals to request an accommodation as part of the job application process and any other correspondence will not receive a response.
Lilly is dedicated to helping individuals with disabilities to actively engage in the workforce, ensuring equal opportunities when vying for positions. If you require accommodation to submit a resume for a position at Lilly, please complete the accommodation request form (https://careers.lilly.com/us/en/workplace-accommodation) for further assistance. Please note this is for individuals to request an accommodation as part of the application process and any other correspondence will not receive a response.
Lilly does not discriminate on the basis of age, race, color, religion, gender, sexual orientation, gender identity, gender expression, national origin, protected veteran status, disability or any other legally protected status.
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