Territory Manager - Immunology & Neurology

At Lilly, the work is demanding because patients are waiting. We unite caring with discovery to help make life better for people around the world, knowing that every decision, every detail, and every day matters. Headquartered in Indianapolis, Indiana, our over 50,000 employees around the globe take on complex challenges to discover and deliver life-changing medicines, strengthen how health is understood and managed, and support the communities we serve. This is hard, urgent, selfless work, but it’s work worth doing. If you’re driven by purpose and ready to bring your best to work that truly matters for patients, we invite you to join us.

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 Lilly’s India Affiliate

Few careers offer the opportunity to work directly for the people your work is ultimately meant to serve.

Lilly’s India affiliate is one of them.

Whether you are building brand strategies, developing sales capabilities, creating market access, or enabling the teams that do, the work you do here ensures that Lilly’s medicines reach the people who need them.

Job Description

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 Qualification: 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.

Performance Metrics: 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.

Performance Metrics: SPP target v/s achievement; Adherence to compliance requirements; Sales target v/s 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 v/s 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.

Performance Metrics: Regular and accurate reporting.

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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