Glenmark Pharmaceuticals Ltd. is an innovation-driven global pharmaceutical company with a presence across the Specialty, Generics, and OTC businesses. It focuses on key therapeutic areas such as respiratory, dermatology, and oncology. The company operates 10 world-class manufacturing facilities across four continents and has a commercial presence in over 80 countries.

Glenmark is ranked among the world’s top 100 biopharmaceutical companies (Top 100 Companies Ranked by Pharmaceutical Sales, 2020, by In Vivo/Scrip 100) and among the world’s top 50 companies in the off-patent sector (Top 50 Generics and Biosimilars Companies Ranked by Sales, 2020, by Generics Bulletin/In Vivo). The company was also listed on the Dow Jones Sustainability Index (DJSI)—one of the world’s most respected sustainability benchmarks—under the Emerging Markets category in 2021, marking its fourth consecutive year of inclusion.

For more information, visit www.glenmarkpharma.com

INNOVATIVE MEDICINES GROUP

Innovation continues to be a key growth driver for Glenmark. To strengthen our focus on in-house discovery and the development of novel molecules, we have established a dedicated division called the Innovative Medicines Group. Through this unit, we continue to advance innovative therapies that address critical unmet medical needs and aim to improve the lives of patients and their families suffering from serious diseases.

Our current specialty pipeline includes two respiratory molecules in various stages of clinical development and one molecule each in the areas of pain and oncology. Each of these molecules has the potential to significantly improve patient outcomes by offering safer and more effective alternatives to existing therapies.

ROLE & RESPONSIBILITIES

Customer Focus & Coverage

• Acquire and apply in-depth knowledge of product features, benefits, and scientific information to effectively communicate with medical doctors and address product-related queries.

• Actively identify key and potential medical practitioners and specialists within the assigned therapeutic segment and territory. Prioritize them for systematic coverage to maximize prescription generation in line with the business plan.

• Classify medical practitioners in the territory into three categories—TPL, RPL, and SPL—in descending order of importance, with TPL being the most important and SPL the least.

• Review and discuss plans for achieving monthly territory sales targets and seek guidance from the District Sales Manager (DSM) and Zonal Sales Manager (ZSM), as required, to formulate effective sales strategies and deliver customer-specific promotional messages.

• Ensure thorough pre-call planning and seek assistance from the District Sales Manager when necessary.

Sales Performance & Results:

• Achieve and consistently exceed sales targets through effective implementation of promotional strategies and follow-up initiatives.

• Continuously enhance product knowledge and detailing skills to improve productivity in line with company expectations.

Planning & Sales Performance Analysis:

• Follow the approved tour programme and prepare and submit daily electronic reports detailing day-to-day activities, including doctor visits to clinics and hospitals.

• Maintain contacts with nursing homes, clinics, and hospitals within the territory, and collect data on annual medicine budgets, procurement modes, rate contracts, and drug committee members.

• Maintain regular contact with medical practitioners, consultants, chemists, and wholesalers.

• Book orders from retailers to ensure adequate product availability on shelves and assist with product display at retail outlets.

• Prepare and implement special visit schedules during new product launches or sales campaigns using targeted presentations, promotional materials, and sales strategies.

Meetings & Professional Engagements:

• Actively participate in cycle meetings, periodic Sales & Marketing meetings, and conventions.

• Conduct group meetings, speaker programmes, and round-table meetings for doctors and chemists to communicate product benefits.

• Organize and conduct medical camps in coordination with medical associations.

Industry & Product Knowledge:

• Regularly visit chemists in the assigned area to ensure sales of the company’s key products and gather information on competitor product sales.

• Stay updated on competitor activities through visits to wholesalers and retailers and by systematically collecting and analyzing market data.

• Develop a clear understanding of the company’s SOPs and protocols applicable to the role.

• Adhere to guidelines related to Adverse Event Reporting and take prompt action in compliance with regulatory requirements.

Market Analysis:

• Maintain a high-quality customer list, up-to-date profiles of key accounts, and records of key influencers and clinical thought leaders.

• Demonstrate strong knowledge of key customers within the territory.

Building Relations:

• Build and maintain strong relationships with customers, fostering healthy and long-term professional rapport.

• Collaborate with team members to organize speakers, displays, special programs, and CME initiatives to support knowledge updates related to company products.

Distribution & Resource Allocation:

• Ensure adequate inventory levels with trade partners and take proactive measures to prevent product expiry.

Financials:

• Follow up on timely collection of outstanding dues from concerned parties in the assigned territory, as per company guidelines.

Achievement of Sales Budgets:

• Assist in the collection of receivables when required.

• Ensure proper utilization of product samples, detailing aids, and promotional materials.

• Maintain accurate accounting and reporting of expenses.

Administrative Values:

• Ensure timely and accurate submission of daily call reports, sales documents, feedback reports, expense reports, and other administrative requirements.

• Demonstrate and adhere to leadership behaviors and company values.

KEY RELATIONSHIPS / STAKEHOLDERS

External:

• Stockists, Chemists, CFAs, Doctors, Institutional Patients, Resident Doctors, and Other Representatives.

Internal (other than Direct Reports):

• Product Management Team (PMT), Administrative Office (AO), Human Resources (HR), Zonal Sales Manager (ZSM), District Sales Manager (DSM), and Team Members.

DESIRED EXPERIENCE AND KNOWLEDGE

Educational Qualifications:

• B.Sc / B. Pharma

Skills & Competencies:

• Knowledge of multiple therapeutic segments and related medical information.
• Understanding of regulatory aspects and pharmaceutical industry compliance.
• Strong competencies in Drive for Results, Planning & Prioritization, Communication Skills, Customer Focus, Integrity, Confidence & Commitment, Initiative, and Achievement Orientation.