Sales Representative at Cipla

Job Purpose

• Create and develop the maximum profitable sales of all company products and build goodwill with the medical community, hospitals, other health centres, and sales outlets to gain maximum understanding and acceptance of company products and policies

Key Accountabilities

Accountability Cluster
Major Activities / Tasks

• Meet personal sales targets as established, incorporating the full range of products / services within identified markets or geography
• Promote / sell products to new and existing customers through formulating and maintaining sound relationships.
• Demonstrate products to new and existing clients and provide assistance in selecting the most suitable option.
• Conduct presentations and follow up calls to clients with regard to products already purchased and new products on the market.
• Actively resolve customer problems and complaints.
• Conduct informative meetings with general practitioners, pharmacists and specialists and keeping a record of visits
• Analysis of market trends and keeps abreast of new developments
• Identify risks and opportunities with regard to sales.
• Report to management on trends and gaps in the market.
• Prepare sales presentations, contracts, and proposals to ensure successful outcome of transactions
• Coordinate adherence to customer & internal / external stakeholder policy / procedure and cross-functional integration to provide support and guidance
• Adhere to customers SLAs and performance criteria
• Conduct Business Reviews on customer for compliance to governance and business procedures
• Monthly & Quarterly feedback on performance deliverables contract
• Identify development areas and take initiative to close gaps to initiate business
• Adherence to SLA's
• Act as a champion and ambassador for the service culture
• Determine how individual can service the business optimally
• Assist in financial management to keep control on spends
• Generate monthly cost control report on spend vs allocated budget
• Planning of monthly spend

Major Challenges

• Describe the major challenges you face in carrying out the job, and what you do in order to overcome them.
• Clients that don’t have sufficient cash flow
• Clients that don’t want to order directly from reps
• To always keep positive rapport
• To keep up to date with industry changes
• Try to keep doctors motivated to see many reps in a day
• Too many reps in the industry
• How to distinguish yourself from being unique
• Sales force turnover. Need to stay in one territory to build relationships that lasts
• Must know their customers well
• To get the perfect planning that will work every cycle
• Balance work and family

Key Interactions

Who (internal/external) does this position interact with on a regular basis to perform this role? How often and for what purpose?
Internal
External

• Sales
• Regulatory
• Strategy
• Supply chain
• Marketing
• HR
• Doctors, Specialists and Nurses
• Clients

Dimensions

• List the data which will reflect the scope and scale of activities concerning the job. (These should be quantifiable numerical amounts)
• To meet quarterly targets

Key Decisions:

• List the key decisions this job can take ‘on its own’ and some key recommendations made to reporting manager (or others) for approval

Decisions
Recommendations

• Planning for the day
• What clients to call on
• What clients to put on overflow
• Identifying and establishing new business
• Negotiating contracts
• Maintaining detailed records
• Managing budgets
• Writing reports and other documents

Comments

Skills & Knowledge

• State the minimum acceptable proficiency for this job. Do not state incumbent-specific information

Educational Qualifications

• Relevant Degree

Relevant Experience

• 1-3 years’ experience in a Sales role covering all areas of the function