Medical Representative

Division

Department

Sub Department 1

Job Purpose

Conduct field visits within the allocated therapy and geographical area, with identified list of medical personnel, to drive in-market sales for Cipla™s products and devices, contributing to the overall sales aspirations for the region

Key Accountabilities (1/6)

Conduct field visits with doctors (both specialty and general physicians) on a daily basis to promote Cipla™s brands

• Conduct field visits to doctors, clinicians, chest physicians, general physicians in clinics and hospitals etc. as per the tour plan provided by the first line manager
• Prioritize key doctors to visit for the day, from the complete list and categorize them by potential as A, B, C
• Schedule meetings with them to explain them about the unique value offered by Cipla™s product
• Influence the doctors on the efficacy of Cipla™s products by providing technical details on the drug and composition to influence them to prescribe Cipla brands to patients hence driving in-market sales for the region
• Provide the required promotional material and technical brochures on the drug to doctors
• Closely track the business received from each doctor and re-prioritize the key doctor list on this basis, to focus on high potential doctors
• Conduct follow up meetings with the doctors from whom aspired business is not received to understand their concerns and provide them with necessary information

Key Accountabilities (2/6)

Drive and maintain relationships with vendors/ chemists to understand market trends.

• Conduct regular visits to chemists to understand the number of prescriptions received for Cipla brands and the prescribing doctor details

• Liaise with the vendors and chemists to understand the latest market trends for the assigned therapy areas, competitor products in that therapy, Cipla sales in the therapy, user feedbacks on Cipla brands, prescription preferences by doctors etc. to gauge the market
• Understand the cross-prescription trends being used by doctors to identify cross-product sales opportunities (e.g.: Doctors usually prescribing Drug A to be taken in combination with Drug B)
• Provide a consolidated market view based on chemist, doctor and patient inputs, to the FLM to accordingly modify the sales strategy
• Add/ remove doctors from the master list based on their prescription patterns for Cipla brands

Key Accountabilities (3/6)

Liaise with the marketing and Breathe Free team to conduct medical clinics for patients to create awareness on Cipla™s brands (products and devices) hence driving sales

• Provide a list of key/ potential doctors who can be invited to medical clinics to represent Cipla
• Conduct the clinics regularly in close liaison with the marketing and Breathe free teams to educate the patients on diseases
• Support field events such as ˜Cross Talk™ to bring doctors from varied specialties on one platform to share cross-specialty knowledge

Key Accountabilities (4/6)

Perform daily reporting activities to track field visits to facilitate ROI calculation for the business

• Submit an online Daily Call Report (DCR) to the FLM, which includes details such as no. of doctors visited, doctors prioritized, no. of chemists visited, amount of business per doctor etc.
• Submit a weekly summary/ report for FLM to track the weekly progress on visits and sales
• Provide inputs and suggestions to FLM on potential doctors to be included in the tour plan, as well as de-prioritization of the ones giving low/ no business

Key Accountabilities (5/6)

Key Accountabilities (6/6)

Major Challenges

• Shortage of spirometry devices (due to old devices being out of order etc.) “ To overcome, new machines to be planned for shipment from India in a timely manner
• More trainings required on product knowledge from Cipla Chest Foundation

Key Interactions (1/2)

• Marketing Team (of Emerging Markets) for implementation of marketing activities and clinics (regular)
• SFE team (of Emerging Markets) for sales trainings (quarterly)

Key Interactions (2/2)

• Doctors for promoting CIpla™s brands (daily)
• Chemists for understanding Cipla brands sales (daily)
• Patients to conduct clinics (monthly/ quarterly)

• Competitor medical delegates to discuss market trends (regular)
• Local agent for connecting with chemists and driving sales (daily)

Dimensions (1/2)

No. of doctors visited per day: ~10-15

No. of chemists visited per day: ~5

ROI from doctors

Sales target (as per area and therapy): $6.3 million to $12 million

Dimensions (2/2)

Key Decisions (1/2)

Chemist list and prioritization

Doctor prioritization

Key Decisions (2/2)

Doctors to be added/ removed suggested to FLM as per business potential

Provide market inputs/ trends to FLM for better sales strategy

Any pricing/ discount related matters to be discussed with FLM

Education Qualification

Advanced level qualifications

Certification course in marketing preferable

Relevant Work Experience

No prior experience required

Required good communication skills in local language to liaise with local medical fraternity