Scientific Officer

Cadila Pharmaceuticals Limited; Madurai; On-site; INR 1,200,000 - 2,000,000; Full time

Job summary

Cadila Pharmaceuticals Limited is seeking a Field Sales Manager to lead and develop a team of Field Officers, drive sales targets, and strengthen relationships with doctors, KOLs, and chemists in the designated area. This role emphasizes coaching, field execution, and strategic account management.

The incumbent will ensure product and market development, forecast accuracy, and effective implementation of marketing strategies, with a focus on maximizing ROI from key accounts and maintaining

Qualifications

• Experience in pharmaceutical sales; prior First Line Management experience preferred.
• Strong process orientation; MNC experience is an advantage.

Responsibilities

• 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.
• Coordinate with distributors/C&F for effective supply management.
• Develop and manage brand-specific core customers and KOLs.
• Lead, coach, and motivate Field Officers to improve in-clinic effectiveness.
• Ensure effective execution of CME and marketing initiatives.
• Maintain Daily Work Planning and reporting.

Skills

Pharma sales

People leadership

KOL management

Forecasting & planning

Job description

Role Objective / Major Purpose of the Job

The incumbent will be responsible for achieving area sales targets by leading and developing a team of Field Officers, strengthening customer (KOLs, doctors, chemists) relationships, ensuring product and market development, and driving effective implementation of marketing strategies in the assigned area.

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

Note: Responsibilities may evolve based on business needs. Career progression and compensation will be based on performance, competency evaluation, and company requirements. Confirmation after probation will be subject to performance review and assessment process.