Sunil Vilas Kamble

Team size:

17 Team Leaders, 154 CSO (Customer Sales Officers)

Coverage:

122 HQ of Pune, Satara, Sangli, Baramati and periphery.

Job Accountabilities:

1. Responsible for Launching Pharma B2B Business (New-commerce) at Zonal level.
2. Responsible for merchant on-boarding targets, as well as targets to convert from partner retailer to
exclusive retailer.
3. Responsible for execution of sales plan, meeting sales targets as well as payment collection targets
at the zonal level.
4. Responsible for business continuity, TL & CSO attrition, beat discipline and attendance discipline
at the zonal level
5. Responsible for performance management of TLs & CSOs, reviewing poor performance as well as
motivation and counseling of TLs and CSOs under them. If deemed necessary, then initiation of
PIP after initial warnings.
6. Responsible for collecting market feedback on credit, ordering / App experience, order fulfillment
experience, returns and cancellations, etc. and transmit the same to Cluster Heads, to Product
Experts on the product issues and enhancement required for the market
7. Own the escalation tickets for atleast the key retailers, and follow up
Objectives and Key Results
8. Hiring and Training of the team : Hire team as per plan and managing attrition
9. On-boarding On board retailers as per the plan of 40 retailers per CSO post 1 month of joining
10. Beat Creation: Create beats for CSO working post 15 days of launch.
11. Exclusive outlets: target is 20% of the on-boarded outlets per CSO as exclusive partners
12. Sales Target: Monthly sales target will be given which will have to be delivered
13. Focus Products: Focus products target will be shared separately
14. Payment Collection All payments to be collected

Coordination with:

1. Category team (Product Assortment)
2. Tech Team (App Development Team)
3. MIS Team (Daily Data Management Team)
4. Finance Team (Credit Limit and Transaction updates)
5. Marketing Team (All Campaign and Promotions)
6. SCM

Team size:

6 ZSMs, 24 RSMs, 152 TMs

Coverage:

West and South zones

Job Responsibilities:

1. Customer connect in the given geography and networking with the decision makers in respective organizations.

Financial Management:
1. Achieve top line sales - Primary and Secondary for the division
2. Deploy resources as per business strategy
3. Ensure proper demand planning such that there are zero stock outs
4. Track new customer conversions and ensure increase in productivity per customer
5. Meet sales projections
6. Undertake timely and accurate annual budgeting, forecasting and business planning based on potential and growth of market
7. Minimize stock returns and expiry

Drive sustainable growth within the Therapy:
1. Gain 1+ rank and targeted market share in line with annual objectives
2. Create focus on Power (UDAAN ) brands and Growth drivers such that they surpass the market growth
3. Ensure divisional adherence to company norms, processes as per company policy
4. Ensure 100% compliance on Customer data collection, tour planning, territory coverage plan, monitoring.

People development:
1. Analyze trends and provide feedback
2. Be updated with business information and provide information to team on recent developments
3. Groom employees to take on a larger role in the future

Organization & Business capabilities:
1. Capture market feedback from customers (internal and external) on a regular basis and provide inputs to Head Global Business
2. Build strong partnerships with KOLs and KBLs. Developing a potential customer data base and initiate activities to create a regular prescriber base.
3. Track implementation of activity and have a plan to capture data post marketing activities
4. Build and supervise robust sales and marketing processes including ensuring in clinic effectiveness/ customer relationship effectiveness as applicable basis business line.

Team Size:

4 PROs, 1 Digital Marketing Executive, 6 CREs

Coverage:

Kalyani Nagar Unit, Pune

Job Respossibilities:

Segment (Infertility, NICU, Maternity, Gynae)

1. Achievement of monthly sales and marketing objectives
2. Brand and Services Promotion
3. Facility promotion and tours to prospects
4. Empanelment of visiting consultants
5. Appointment of full time consultants
6. Coordination for Accreditation like NABH etc

Team Size:

4 ASMs, 26 Medical Representatives

Coverage:

ROM

Job Responsibilities:

I. Responsible for business achievement for respective therapy area to achieve budget through team:
1. Prepare business plans of the therapy and implement the same for business growth
2. Set the targets and goals for individuals in the team
3. Effectively manage P&L for business growth

II. Manage external customers to ensure business development through support generally aiming at developing and implementing business growth opportunities:
1. Execute annual engagement plan for KBLs/KOLs as per customer profiling metrics
2. Make investments in local marketing activities and ensure maximum ROI
3. Deploy team to ensure the complete coverage of the potential markets

III. Ensure right hiring and learning and recognition through different interventions for the teams to drive high performance and meet targets:
1. Conduct preliminary interview of spotted talent and refer accordingly
2. Ensure effective induction and onboarding program for newly hired employees
3. Monitor team's performance and motivate them to reach targets

IV. Control & monitor team performance towards compliance and ethical working by engaging the team and tracking their performance
1. Monitor tour plans, basic working and sales performance of team
2. Analyze ROI of promotional activities, major sponsorship, discounted business etc.
3. Ensure adherence towards compliant and ethical working in field

V. Ensuring planning, monitoring and reviews of team performance and aligning their individual objectives to organization objectives to overall raising their performance as per expectation
1. Cascade goals to the team in the beginning of the year, monitor and review team performance
2. Provide coaching and guidance during joint field work
3. Identify individual performance gaps and recommend trainings for the development.
4. Develop high potential talent within the team to take on future roles.

Job Responssibilities:

Products Handled: Recagone (rFSH), Orgalutran (Ganerelix), Pregnyl (hCG)

1. Appointed as a Account Manager (In sense of handling business account- major potential nursing home expert in IVF )
2. Later on promoted as Sr. Therapy Manager
3. Responsible for handling 60 IVF centres from ROM and some part of Karnatka
4. Representation of follitropin-beta research and clinical trials to IVF consultants and embryologists
5. Promotion of Recagone/Puragon to all customers
6. Conducting CMEs and educational meetings
7. Achieve sales target on the basis of awareness of medical sciences

Team Size:

5 Medical Representatvis

Coverage:

Pune, Solapur, Kolhapur, Nagpur

Job Responsibilities:

Products Handled: Gynaecology - Crisanta, Ginette, MTPill, Misoprost, Endogest, Tuela, Fertomid, Danogen, Tibofem, Ralista, HB Set, Fertolet, Orthopedic - Alfacip, Osteofos, Risofos, Risofos Kit, Calzem, Calcinase, Rokfos, Rhematology - Lefumide, Paracip, Febucip, Ciploric, Immutrex

Division: Specialities (Gynae & Ortho)

1. Started working as a Management Trainee in Sales & Marketing department
2. Within 6 months got confirmed and designated as Territory Manager
3. Within 1.5 years after confirmation got promotion as a Business Manager (First line) with reportees of 4 territory managers
4. Within 6 months of Business Manager promotion, got opportunity to work as a Team Leader at Head Office handle Ortho division and launch product Risofos Kit (for 6 months duration)
5. Later continued for some more time as a Business Manager in Pune

Lots of other activities done simultaneously, like: Induction programmes, new product launch meeting, training and development, interview drives, team build up programmes etc

Also got an opportunity to work in Cipla Head office, Mumbai, for strategy making assignment for 6 months as a Team Leader.

As a Medical Representative:

• Daily 10-12 drs calls
• RCPA
• Clinics and Camps
• CRM Activities
• Primary and Secondary sales monitoring