RSM ROLE-Job Description

1) Ensure proper MCL preparation across the region. Doctor list to be reviewed at proper intervals

2) Increasing the prescriber base in the Region

3) Maintaining discipline and integrity among the team

4) Minimise attrition rate

5) Educate the team about Incentive Scheme and ensure that all ABMs and BOs earn incentives

6) Building Rapport with the stockist

Operational Excellence:
1) Quality Sales Zero Sales Return, Expiry and Breakage less than 0.5%

2) Weak territory Management.

3) Ensure proper coverage of vacant territory and ensure liquidation of stocks and proper preparation of
the territory before the new BO joins.

4) Vacancy Management Ensure identification of right candidate for short listing and ensure timely filling
of vacancies

5) Ensure nil expiry and sales return in the respective region with regular visit to the CFA, Stockist and
chemist. Continuous monitoring of stocks, analysis of high inventory products and chalking our liquidation
plans with specific assignments to BOs and ABMs.

6) To analyse each BO/territory w.r.t the customer coverage, Growth in Secondary, Campaign
Implementation, Product Mix, Key Brand Performance, Inventory at Stockist, Near Expiry Stocks of each
HQ/stockist and give the BO proper vision about potentiality of customer and market.

7) Ensure all implementation of activities down the line to increase the productivity and brand building

8) To ensure smooth functioning of the distribution channel, ensuring availability of all brands with the
stockiest, outstanding clearance and settlement of issues

9) Regular Monitoring of MCL and potential of customers

10) Monitor payment collection

11) Completion of closing on time i.e a day before the last day of the month or the last Friday in case the
last day of the month is a Sunday.
Learning and Development:

1) Develop ABM and BO in terms of Product Knowledge, Selling Skills, In-Clinic Activity, Analytical Skills
and implementation of strategies. Ensure that they excel in every aspect of their job.

2) Develop competency and skills of the ABMs so that he is able to resolve BO and Field related issues

3) Development of self in terms of Detailing, Product Knowledge, Analytical skills etc.

4) Ensure all new joinees at all levels undergo Zonal Induction and BTP programs.

Desirable Skills:

Must have a demonstrated ability to promote and sell goods, services and concepts.
Demonstrated effective communication skills are required, as well as ability to work as per company
strategy
Strong understanding of customer and market dynamics and requirements.
Build trust, value others, communicate effectively, effective execution of company strategy, foster
innovation, focus on the customer, collaborate with others, solve problems creatively and demonstrate
high integrity.
Proactively establish and maintain effective working team relationships with all support departments and
company employees.
Established track record in effective leadership talents which includes people development.
Exposed to Superior sales and management skills with accomplishments all through his/her career.
Excellent written, oral communication and presentation skills.